Resources

Quantifying and Selling the Value of Intangibles

View full recording below! Intangible value drivers, such as brand, quality, or reliability may be critical differentiators for B2B companies, yet many organizations don’t try to quantify them in tangible monetary terms. Some ignore them, some are afraid of them,…

Can Your Sales Team Sell Your Solution’s Value? Can You?

What’s in this whitepaper? Value-based selling goes deeper than qualitative “Why Us” messaging. Understanding quantitative and financial value from a customer’s perspective improves the clarity and specificity of qualitative value messages, and improves the quality of commercial strategy and decisions….

Partnering with Sales: Best Practices for Price Increases

VIEW FULL RECORDING BELOW! Watch our April 11th webinar where Joanne Smith, former Corporate Director of Marketing and Pricing at DuPont, and president of Price to Profits Consulting will share best practices for partnering with sales to improve your price increase…

Quickly Turn Key Customer Insights into Quantified Value Propositions

What’s in this webinar? Today’s B2B customers are 60% through the sales process prior to engaging with sellers, so it’s critical sales teams present the right content at initial customer meetings. Forrester Research states, “The first vendor to succeed in communicating…

Dollarizing Differentiation Value – The Heart of Value-based Pricing

What’s In This Webinar? There are many definitions of what value-based pricing is and what it does. For some people, value-based pricing is TCO. For others, it is the understanding of value-added activities around the product. This lack of alignment…

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