For our August Webinar, Tim J. Smith, PhD, walked through best practices for clarifying value propositions, setting your prices from those value propositions, and leveraging that value story ...
Picture a customer conversation. There are 3 questions a potential customer will naturally ask:
Why should I change?
Why should I buy from you?
Why should I pay more?
How would ...
For our July Webinar, Todd Snelgrove shared strategies that helped viewers rethink how to price, present, and negotiate based on your value of their Services. To conclude the webinar, he ...
According to Scott J. Edgett of Stage-Gate® International, over 80% of North American companies use some form of a Stage-Gate innovation model. R.G. Cooper estimates a higher percentage in ...
For our June Webinar, a panel of expert practitioners shared their secrets to initiating and scaling value selling within their organizations. To conclude the webinar, they answered some ...
One question is inevitable in any introduction to value based pricing: “What percent of value should we try to capture?” For a product team building their first value model, the question ...
Having joined the LeveragePoint team this January, I was really looking forward to attending the 30th Annual Professional Pricing Society Spring Conference in Atlanta. I’ve attended dozens of ...
For our April Webinar, Joanne Smith, President of Price to Profits Consulting, discussed the 8 common pitfalls that she sees numerous B2B companies fall into as they begin their Value Based ...
Emergency Value Selling. B2B value selling often gets started as firefighting. At a critical moment late in a sales or renewal process, the alarm goes off. An analytical person on the ...
The internet has changed the fundamentals of B2B sales. The tectonic plates have shifted between buyer and seller:
Skilled sales teams are no longer necessary to provide product ...
