Using “Voice of the Customer” Approach To Collect Data
Follow Up From May 2013 Webinar with John Hogan
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Q: You mentioned “voice of the customer” research as a ...
Select the Best Value Drivers For Your Value Model
Guest Post by Stephan Liozu
Here is a very unique scenario. You are in the middle of building your value model for a new product or service and you realize you have a dozen ...
23 Tips to Close Sales
Guest Post by Ian Smith, Originally Published on 4/28/13
The WSJ headline article screamed off the page. IBM results had disappointed. The shares dropped 8%, that’s $19billion in ...
How To Quantify Intangible Value For Your Customers
How do you quantify the economic value that you provide to customers? Leading B2B companies adopt a value-based pricing strategy, grounded in understanding how you create more value for ...
Bundle Your Products & Services So the Value of 1+1=3
Leading B2B companies know and understand how to effectively sell the value of their products to customers. Yet selling multiple products or modules together to create complete solutions for the ...
How Changes in Healthcare Will Shape Buying Behavior
Follow Up From April 2013 Webinar with Chris Provines
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Q: Since evidence will be a big driver of value ...
Selling Your Value in the “New Normal” of Healthcare Reform
Follow Up From April 2013 Webinar with Chris Provines
To view our webinars and other resources please visit our Resource Center.
Q: What are the top 1-2 things that manufacturers need to ...
Who Should Lead the Value Modeling Programs?
Guest Post by Stephan Liozu
Value modeling requires teamwork. Best practices show that this exercise demands the involvement of several functions in the organization: marketing, ...
Quantifying Customer Value and Emotional Factors
Follow Up From March 2013 Webinar with Harry Macdivitt
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Q: What advice do you have about using data to ...
How to Capture Value for Your Products and Services
Follow Up From March 2013 Webinar with Harry Macdivitt
To view our webinars and other resources please visit our Resource Center.
Q: What advice do you have for reeling in smaller ...
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