The Value Selling Process
Your customer is looking for the best results, and it is your job to show them they need you to achieve these results. Show them how you will add value to their business. To sell on value, you ...
5 Value Charts that Make an Awesome First Impression
First impressions matter, especially during an initial meeting with a prospective customer. They matter because it’s your best chance to convince customers that your solution can deliver ...
When Football Season Starts, There is Still Time: What Can a B2B Product Manager do to Make Revenue Targets?
A lot of us spend June to August waiting for football. As summer fades, as school starts, we anticipate spending our leisure time with greater focus and greater intensity. Those of us who were ...
What Dirty Dishes Taught Me About Communicating Value: A B2C Example for B2B Professionals
A long, long time ago there was a television commercial for dish washing detergent (so long ago, that you used it in a sink not a dishwasher). It showed a head-to-head comparison between a ...
Value Selling: How Great B2B Organizations Succeed
Value-based selling helps sales fill the pipeline, close more deals and realize better prices. The benefits are clear.
So why aren’t companies more effective in implementing value ...
Quantifying Customer Value: How Good Do the Data Have to Be?
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 ...
Interview with Stephan Liozu, Ph.D.: Pricing Evangelist and Thought-Leader
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 ...
The BIGGEST Challenge to Quantifying Value (It’s NOT What You Think)
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 ...
How Value Propositions Can Be Used in Customer Conversations: Deploying an Enterprise B2B Sales Tool
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 ...
How to Quantify the Value of Service
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 ...
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