Delivering Value Pricing Through B2B Sales Teams
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 ...
B2B Customer Value: Building Fluency for Conversations in the Customer’s Language
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 ...
How To Put A Value Tag On Your Product
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 ...
Selecting A Pricing Software Solution
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 ...
Linking Price And Value To Expand Share And Capture Profits
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 ...
Extending the Product Life Cycle In New Product Development
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 ...
Introducing A New Product In Tough Economic Times
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 ...
“Betting The Farm” In New Product Development
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 ...
Addressing B2B Sales Challenges: Using Value Propositions As An Effective Sales Tool
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 ...
Customer Value Propositions In B2B Sales: Successful Strategies For Organizational Deployment
What’s in this whitepaper?
The best B2B enterprises win by selling differentiated products and offerings. They win profitably by realizing prices that reflect the customer value of their ...
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