Common Missteps Product Managers Make About Value and How to Avoid Them
VIEW FULL RECORDING BELOW Why do 3 out of 4 new products fail? Well, a leading cause is related to value. This is a sobering statistic considering that companies invest billions bringing new innovations to market. Even more concerning is…
Quantifying and Selling the Value of Intangibles
View full recording below! Intangible value drivers, such as brand, quality, or reliability may be critical differentiators for B2B companies, yet many organizations don’t try to quantify them in tangible monetary terms. Some ignore them, some are afraid of them,…
Can Your Sales Team Sell Your Solution’s Value? Can You?
What’s in this whitepaper? Value-based selling goes deeper than qualitative “Why Us” messaging. Understanding quantitative and financial value from a customer’s perspective improves the clarity and specificity of qualitative value messages, and improves the quality of commercial strategy and decisions….
Develop Value Propositions to Maximize Sales Impact
VIEW FULL RECORDING BELOW Value Propositions are powerful sales tools. CRM data from B2B organizations that have adopted value selling demonstrate that opportunities where a Value Proposition is used result in: (1) 5-15% higher win rates and (2) 5-25% higher price outcomes. But…
Value Story Telling is Key to New Product Launch Success
What’s in this webinar? Product managers: the success of your new product launch depends on the quality of your value story. Communication failure is a leading cause for why new products miss their revenue target. What can you do to…