How to Differentiate Value Propositions for Sales
Great B2B value propositions support effective sales conversations. Value propositions should be designed with sales objectives and teams in mind, combining simplicity with the substance to ...
Release Notes: April 2015
April 2015
New Value Communication capabilities:
Value Proposition charts and messages to highlight additional, non-economic quantified benefits; e.g. material efficiency ...
5 Myths of Selling Value to Professional Buyers
Across many B2B industries, professional buyers continue to grow their influence and impact on buying decisions. This growing influence often means longer sales cycles, tough negotiations, and ...
Release Notes: March 2015
March 2015
New for this release:
Using an Amazon Virtual Private Cloud for improved firewall capabilities
All application data is now encrypted at rest using AES 256 ...
Cross-Functional Collaboration to Boost a Value Culture
All too often there is a disconnect between the Sales and Marketing departments and the Pricing department. Conflicting priorities between functions paralyze the successful execution of Value ...
Release Notes: February 2015
February 2015
In the new User Interface with redesigned "Start" tab:
New Value Model chart displays acquisition efficiency
Lower Spend is a new type of value in Value ...
Building a B2B Value-Driven Culture
Joanne Smith, President of Price to Profits Consulting and former Corporate Director of Marketing and Pricing at DuPont, will share practical steps on how to build a value-driven culture at a ...
Release Notes: January 2015
January 2015
New for this release:
Custom fields now available for use in Value Propositions
Value Strategies to Build Trust with Buyers and Close Deals
The salesperson who is first to talk value with customers will build trust with today’s enterprise B2B buyers and best differentiate themselves from competitors. The results: shorter sales ...
Release Notes: December 2014 and Prior
December 2014
New User Interface with redesigned "Start" tab:
Prompts user for three different units of measure: customer, competitor, and offering
Acquisition Efficiency can ...
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