Resources

The Art of Designing and Testing EVE® Models

VIEW THE WEBINAR RECORDING BELOW Economic Value Estimation®models require both customer and competitive data along with a heavy dose of analytical skill. With practice, the mathematical side of designing high-quality EVE® models can become systematic. What is often less obvious…

Realize Value from Product & Service Bundles: Design, Price & Sell Packaged B2B Solutions

Successful B2B commercial teams routinely consider the best way to package services, products, and solutions to realize higher prices, improve engagement metrics, fill their funnel, pursue qualified opportunities, and increase revenues. As we enter the next decade, the importance of…

Realize Value from Product & Service Bundles: Pricing & Selling Packaged B2B Solutions

VIEW THE WEBINAR RECORDING BELOW Almost all B2B businesses not only provide products, but increasingly deliver related services. Innovation, increasing complexity, and M & A naturally drive commercial teams to consider bundled systems and packaged solutions as their offering strategy….

Price Negotiations: The Key to Success

What’s in this whitepaper? Price negotiation skills have never been more critical and challenging than they are now. B2B companies have historically faced aggressive competitors, yet now they are also facing emerging low-priced competitive imports, low-priced local competition that seem…

Price Negotiations: The Key to Success

View full recording below! Why do most sales people discount far more often and far deeper than needed? Leading causes are related to their courage, confidence and conviction in achieving their fair price. Even experienced, good sales negotiators – the…

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