Picking Where to Begin Your B2B Value-Based Strategy
When a company commits to a value-based strategy an immediate question arises: Where to begin? Deciding where may be so daunting that it can stop the entire initiative before it starts. Or it ...
Embedding Customer Value in Your B2B Enterprise: Transcending the Revenge of the Nerds
“Customer Value” is a hot topic. If you Google it, you get 119 million hits. That compares to 52.7 million hits for “Lead Generation” and 15.4 million for “B2B Sales.”
Yet when you try to ...
Customer Preference: Knowledge & Expertise – Using Customer Value and Speed to Build Trust with Buyers
We all operate in competitive marketplaces where there’s been an influx in competitors - you could be competing against two, three, four, five, six competitors on every deal. At the end of the ...
5 Easy New Year’s Resolutions that Improve Value
New Year’s resolutions are commitments to do more of the good things that benefit our long-term goals. Be it living healthier or expanding our minds, we know it all comes down to simply making a ...
A Little Negotiation Mistake That’s Costing You Sales and Margin
I’ve had a number of conversations recently with sales leaders facing aggressive buyers, purchasing games, and price erosion. For incumbent suppliers, buyers use the typical threat “all these ...
Choosing the Best Unit of Measure When Comparing the Value of Your Product Versus Alternatives
The critical step of defining a unit of measure can be easily overlooked when determining your product’s value versus alternatives. A best practice is to choose an important customer key ...
The Impact of Pricing Is Real
The power and impact of pricing on the bottom line cannot be denied nor ignored. There exists a large body of academic and practitioner research demonstrating the positive impact that pricing ...
Designing Effective B2B Value Propositions: 3 Questions Product Managers Should Ask to Engage Sales
At boot camp for B2B product managers, the sergeants drill recruits to understand customer value. Basic training starts with differentiated features, moves to customer benefits and ascends to ...
Best Practices to Build Value Drivers
In value modeling, the key step is the quantification of economic value, or what is sometimes referred to in the U.S. as “dollarization.” In LeveragePoint, this is when you’re adding or creating ...
Value-based Strategies: Getting Trade Channels on Board
Can you deploy value-based strategies without having the trade channels on board? The answer is simple: no you cannot. What happens when you go through trade channels that have their own ...
Blog Signup
Subscribe to the Value Strategies Blog today
