Test DC
Let’s talk about what the profit bridge does. It measures the impact of increased volume. It measures the impact of increased price (or decreased price), it measures the impact of changes in the ...
Values Marketing vs. Value-Based Marketing Part 3: Creating Value Propositions that Resonate with Purchasing Committees
Value marketing and values marketing are two distinct, yet oft-conflated terms. Previously, we explored the basic concepts of value-based and values marketing, as well as three distinct ...
Values Marketing vs. Value-Based Marketing Part 2: How Is Values Marketing Relevant in B2B?
In the first entry of this series, we explored the general differences between value-based and values marketing. Marketing to B2B differs from B2C across many dimensions –foremost being that ...
Values Marketing vs. Value-Based Marketing Part 1: An Introduction
Imagine you are a salesperson about to wrap up a sales call with a major account. Over the course of months, you have worked your way up the ladder and are now meeting with the executive buying ...
Mastering the Art of Value Conversations in B2B Sales
In the dynamic realm of B2B sales, urgency is paramount, driven by fierce market competition, evolving customer expectations, and rapid industry transformations. The linchpin to success lies in ...
Align B2B Marketing & Sales: Communicating Your Value Proposition Across the Customer Journey Q&A
For our October Webinar, Nick Welter, Brian Hannon, and Aaron Miller of LeveragePoint explored value-based marketing principles and processes that align B2B marketing and sales on a shared ...
Value Selling in Manufacturing: Best Practices for Realizing Your Profit Impact Q&A
For our June Webinar, Todd Snelgrove, Founding Partner at Experts in Value, explored ways to create new pricing models and embed them within your B2B manufacturing commercial team so that ...
Developing Outcome-Based Storytelling Capabilities in B2B Sales Q&A Part 1
For our April Webinar, Bob Apollo, Chief Outcomes Officer at Inflexion-Point, shared the key components of a winning message that incorporates outcomes delivered into a compelling narrative that ...
What SaaS Pricing Can Teach B2B Enterprises Q&A Part 2
For our March Webinar, Mark Stiving, PhD, Chief Pricing Educator at Impact Pricing, explored how every B2B company can utilize segmentation, packaging, and pricing metrics to capitalize on their ...
What SaaS Pricing Can Teach B2B Enterprises Q&A Part 1
For our March Webinar, Mark Stiving, PhD, Chief Pricing Educator at Impact Pricing, explored how every B2B company can utilize segmentation, packaging, and pricing metrics to capitalize on their ...
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