Resources

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 strategy and make decisions concerning product design, pricing, as well as sales and marketing…

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 says that customers are willing to…

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 generate success? The survey data suggest that sales…

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 differentiation. They win profitably and consistently by organizing their sales teams to…

Tool Release Notes: June 2016

June 2016 New for this release: Improved usability for Comparisons and Tables. Users can now use Search functionality to select variables when creating Comparison charts and Stacked Bar/Table charts. Improved Key Variable functionality. Sales users can now easily switch between…

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