The benefits of value-based strategies are clear.1 B2B enterprises win by selling differentiated offerings. They win profitably by realizing prices that reflect the customer value of that ...
Stephan Liozu, Ph.D. is a Pricing Evangelist and thought-leader as well as the Founder of Value Innoruption Advisors. He specializes in the design of innovative and differentiated business ...
I’ll bet you a doughnut that if you were to ask business people what their biggest challenge to quantifying the value of their solution, most would say “data”. Data: meaning a lack of customer ...
Sales Tools are a hot topic for B2B product and services companies.
Trainers recommend them. Sales VPs demand them. Consultants push them. Marketing teams implement them.
But do reps use ...
Recently I got asked this question by a pricing manager at a major electronics manufacturer:
“Hi Ed, Do you know of any articles, experiences around Value models for services? Hard to ...
Hitting B2B sales and profitability targets is not getting any easier.
As sales cycles lengthen, conversion rates drop and sales teams close unprofitable deals, diagnosing the underlying ...
The forces of globalization and technology have made the marketplace for all goods and services much more competitive. Competing primarily on low price/low cost, even if you have the capability ...
It’s a trend in many B2B industries, growing procurement power and influence. This change in buying behavior can cause a decline in supplier prices and margins. Is the supplier and its sales ...
There is no such thing as a predictable B2B sales cycle.
For B2B sales of complex products and solutions, closing a big deal is like winning the national championship. One loss and you are ...
Great content should have great impact. Strong Value Propositions for differentiated products are often terrific content. But the impact of a Value Proposition on sales results frequently ...
