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 ...
Time to Educate Your Sales Team About Professional Buyers
“Your competitor’s price is 25% less, if you don’t lower your price you are out.” This type of threat from a professional buyer happens almost every day. Whether you sell services, industrial ...
Show Me The Money: Capture the Benefits and Avoid Risks of Healthcare Reform
I have to admit that I didn’t make up the title of this post. No, I didn’t copy it from a seminar given to pharmaceutical or medical device executives. Likewise, it’s not from a recent webinar ...
How B2B Enterprises Drive Profitability with Customer Value – 4 Ways C-Suite Leadership Can Make a Difference
CEOs often look for a way to make Customers the focal point of their organization. Customer-centricity can take an enterprise to the next level. As a mindset, it can improve the performance of ...
Can You Answer 3 Simple Questions About Your Product’s Value?
Successful B2B enterprises know how to quantify the economic value they deliver to customers.
You can too, as long as you answer these three simple questions.
1) What are you selling?
2) ...
6 Steps to Quantifying the Economic Value of B2B Products
Every product has a price tag, but you never see a “value tag”. A value tag tells the customer “what’s it worth for me?” to buy the product. Economic theory says that customers are willing to ...
How B2B Enterprises Drive Profitability with Customer Value: Where to Start?
The best B2B enterprises win by selling differentiated products and offerings. They win profitably by realizing prices that reflect the customer value of their differentiation. They win ...
Blog Signup
Subscribe to the Value Strategies Blog today
