July 19, 2016 | Whitepaper
What’s in this whitepaper?
Getting the price right is vital to the survival of any business. Particularly for enterprises that primarily sell to and service other companies, where relationships ...
July 19, 2016 | Whitepaper
What’s in this whitepaper?
Customer's don't buy because they don't - or won't - understand your value. Download Delivering Value Pricing Through B2B Sales Teams and close the disconnect between ...
July 19, 2016 | Whitepaper
What’s in this whitepaper?
Good organizations speak to their customers in their own language. Great organizations speak and think their customer's language internally when they formulate ...
July 19, 2016 | Whitepaper
What’s in this whitepaper?
Every product has a price tag, but you never see a "value tag." A value tag tells the customer, "What's it worth for me?" to buy the product. Economic theory ...
July 19, 2016 | Case Study
What’s in this case study?
The pricing strategy domain has matured since 1980 when the first edition of the classic The Strategy and Tactics of Pricing was published. Today, B2B companies ...
July 19, 2016 | Case Study
What’s in this case study?
Do your products and services deliver higher value than the competition? Make the most of your differentiation by linking price and value to set better prices and ...
July 19, 2016 | Case Study
What’s in this case study?
New product development has been identified by industry leaders as the most important opportunity for embedding value-based strategy to maximize customer value and ...
July 19, 2016 | Whitepaper
What’s in this case study?
Laurie Andriate is Vice President & General Manager of Grace Division Materials & Packaging Technologies - Americas. In 2008, as Chief Marketing Officer of ...
July 19, 2016 | Whitepaper
What’s in this case study?
A customer service software company's latest product represented a "bet the farm" strategic decision. Enhancements to functionality and user interface were ...
July 18, 2016 | Whitepaper
What’s in this whitepaper?
The application of training and technology to improve sales outcomes is a big business. With all the tools available, do sales reps actually use them? Do sales tools ...
