Resources

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 B2B enterprise. Based on her professional experience at DuPont,…

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 cycles and more deals. “In Amp Up Your Sales, you’ll discover powerful…

Value Selling and the Healthcare Buying Process

The healthcare buyer has moved from basing their purchasing decisions purely on clinical considerations to a balance of clinical and economic buying considerations. This shift can cause a 10-40% savings from various supply categories. To overcome this challenge, healthcare suppliers…

When You’ve Lost the Power to Set Prices

We’re all still watching our wallets. The economy, if no longer in free fall, remains weak, and consumers and corporate buyers alike are closely evaluating every purchase they make. Competition comes from everywhere now, and in the race-to-the-bottom-line era of…

Managing Price Competition

No weapon in a marketer’s arsenal can boost sales more quickly than price, so it’s easy to become seduced by discounting and fail to recognize the long-term consequences. Here, we look at the experience of a large building products manufacturer,…

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