Jumpstart Value Selling by Using Existing Data
Value Selling is a proven way for B2B companies to increase win rates and improve profitability. Despite this, most companies don’t realize these benefits. Why is that? Why don't most ...
How Customer Centric is Your B2B Commercial Team? A Focused, Digital Approach for the 20’s
If hearing “the 20’s” conjures up visions of gangsters, gender rights, and low-cost wireless entertainment, then maybe your head is in the wrong century.
Then again, maybe not.
In ...
Pricing & Selling Packaged B2B Solutions – Part 5: Fusion vs Fission: To Bundle or Not to Bundle
Fusion is more powerful than fission. H-bombs are more destructive than A-bombs. Yet fusion-based power is still many years and hundreds of billions of dollars away from commercial reality, ...
Best Practices for Accelerating Your Value Strategy Q&A
For our October Webinar, Stephan Liozu shared best practices for accelerating value strategy deployment and overall value transformations. To conclude the webinar, he answered some questions ...
Pricing & Selling Packaged B2B Solutions – Part 4: Product & Service Bundles to Change Price Metrics and Realize Cost Synergies
Picture a company with an array of complex products including equipment, instruments, consumables, and/or disposables. These products are used in specific applications: surgery, agriculture, ...
Do Your Reps Convey Your Solution’s Value? Maximize Your Marketing Research Spend Q&A
For our September Webinar, Brian Hannon shared ways to get the most of your marketing research spend by using it throughout your sales process. To conclude the webinar, he answered some ...
Pricing & Selling Packaged B2B Solutions – Part 3: Product & Service Bundles to Segment Pricing and Realize Buyer Synergies
Picture the marriage of two large enterprises. Each one brings an array of B2B products and services sold to the same customers. The starting point for post-merger integration consists of two ...
Pricing & Selling Packaged B2B Solutions – Part 2: Product & Service Bundles to Simplify Buying & Increase Demand
Picture a company with a number of complex products. They have long provided the services to ensure their products’ effective implementation. These products are used in specific applications: ...
Customer Value and Voice of Customer to Set Price: Leverage Your Market Experience Q&A Part 2
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 ...
Pricing & Selling Packaged B2B Solutions – Part 1: Realize Value on Your Product & Services Bundles
If you Google “Product Bundling on Amazon,” near the top of the first page, there is a tray of 10 videos explaining how to use Fulfillment by Amazon (“FBA”) to design and sell bundles to online ...
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