Tool 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 or environmental impact in manufacturing, or clinical efficacy in healthcare In Value Communication (available in New UI only), enter messages…
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 lots of frustrated salespeople. It doesn’t have to be this way. Many sales…
Tool Release Notes: March 2015
March 2015 New for this release: New access controls for Unique Value Propositions (UVPs) allowing for more flexibility with large-scale sales deployments. Basic CRM-like information can now be captured for any UVP (opportunity), e.g. whether the sale was closed New…
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 strategies, the building of a Value-driven culture, and lead to a wide range…
Tool 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 Communication to input a message and customer question for Value Proposition In…