For B2B enterprises that choose a Value-based Pricing strategy, perhaps their biggest organizational challenge is embedding best practices into the actions, decisions and behaviors of their ...
Creating a pricing strategy can't just be an afterthought to a marketing strategy. And it requires more information than is available from “price management” software, which focuses on enabling ...
The notion that implementing a Value-based Pricing strategy is an arduous multi-year process isn’t necessarily accurate. In working with B2B enterprises we find that the process can often times ...
Insights from "Delivering Value Pricing Through B2B Sales Teams" Presented by Mike Wilkinson
A salesperson in a room full of Global Pricing Directors, Strategic Pricing Managers, ...
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 ...
