Resources

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…

Realizing and Delivering on Your Value Promise: Drive Organizational Change to Ingrain Value in Your Culture

VIEW FULL RECORDING BELOW Experts know the importance of demonstrating and documenting value in the sales process. But how do you make sure your team consistently delivers on your value promise, and drives commercial success for both you and your…

Selling Value from Qualification to Close: The Power of Moments to Drive Buying Events

VIEW FULL RECORDING BELOW! What percent of your sales force made quota last year? A CSO Insights survey suggests that 57% is average among B2B sales teams, meaning 43% didn’t meet goal. The fundamental problem is that, no matter how…

Profit from Demonstrating Quantified Value: Drive Organizational Change to Realize Benefits of Being a Value Leader

VIEW FULL RECORDING BELOW Companies that take a value approach are 24% more profitable than their industry peers. On the other hand, companies that buy based on best value are 36% more profitable than companies that do not. In both…

Exploring the Value of Digital Transformation and Data Offers

VIEW FULL RECORDING BELOW Over 80% of B2B companies declare having digital transformation programs. This has become a hot innovation area and one that requires business NOT as usual in the area of value and pricing management. Stephan Liozu, CVO…

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