Until smartphones and mobile devices appeared, the list of Universal Tools was pretty short. A Swiss army knife was always near the top. When I was a kid I saved up and bought the only kind of ...
Editor's Note: This post originally appeared on Chris Provines' blog. For more information on Chris, please visit his website.
I’ve had a number of conversations recently with sales ...
Q: Where can I store additional information or attach supporting documents to my model?
A: There are two ways to store additional information about a value model: on the individual elements of ...
“Total” is a good word. Whether or not you like Arnold Schwarznegger movies. Whether or not you’re a Valley Girl.
“Total” conveys a sense of comprehensiveness. Like you’ve thought of ...
I always liked speaking in abbreviations. When I was a rookie, it was a great way to show off. It let co-workers know I’d learned the ropes. And if they fired me, I could always get a job at ...
Defining value from a customer’s point of view requires enterprises to look at quantifiable and intangible value of products. In his recent webinar, “Delivering Value Pricing Through B2B Sales ...
“Why don’t customers buy? Frequently the reason they don’t buy is because they do not understand or appreciate the value that we can deliver to them,” explains Mike Wilkinson, Co-founder and ...
“Value is a mystery...We do not define value. Our customers define value. Our job as a business, and as a sales team is to solve the value mystery,” explains Mike Wilkinson, Co-founder and ...
Q: What is the purpose of Multi-Year, and how do I use it?
A: For many B2B products, a standard representation of economic value (or “Basic” Value Model in LeveragePoint, as seen below) is ...
Insights from Dr. Thomas Nagle
There was a dramatic difference in how successful CEOs and CFOs responded to the Great Recession and a dramatic difference in the resulting pricing ...
