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How B2B Pricing and Sales Teams Can Overcome The 7 Challenges of Value

“Value is a mystery...We do not define value. Our customers define value. Our job as a business, and as a sales team is to solve the value mystery,” explains Mike Wilkinson, Co-founder and ...

June 2014 Tool Tip: Benefits of Multi-year Analysis

Q: What is the purpose of Multi-Year, and how do I use it? A: For many B2B products, a standard representation of economic value (or “Basic” Value Model in LeveragePoint, as seen below) is ...

Sustaining Exceptional Profitability through Value Management

Insights from Dr. Thomas Nagle There was a dramatic difference in how successful CEOs and CFOs responded to the Great Recession and a dramatic difference in the resulting pricing ...

Startups – Create Your First Value Proposition in Under an Hour – Part 4 Calculating Differentiated Value (minutes 20 – 40)

By Aaron Williams, Software Developer, LeveragePoint Editor’s note: At LeveragePoint, the concept of value-based pricing is important to every member of the company. In this blog ...

Confessions of a Spreadsheet-Aholic: Avoid the ROI Traps in B2B Customer Decisions

By: Peyton Marshall, CEO LeveragePoint Being a CFO has its perks. One of them is that you get to ask hard questions. I ought to know. I used to be a CFO. When you sign the checks, it’s ...

The 4 Components of an Economic Value Estimation (EVE®) Model

As I explained in an earlier post, Economic Value Estimation (EVE)® has uses for the pricing, product development/management, sales, and marketing areas of a B2B enterprise. EVE models help ...

Delivering Value Faster Using Agile Development and Lean Startup Methods Part 2

Before we go ahead and start developing features for the high-value, high impact stories we need to stop and look at the bigger picture. As we covered in part 1 of this series, taking 6-12 ...

What is Economic Value Estimation (EVE)?

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 ...

May 2014 Tool Tip: Customizing Sales Conversations

Q: How can we customize the interface for use in front of customers in sales conversations? A: You can use custom templates to bring your value proposition to life. Completely customize the ...

5 Reasons Why Your Next New Product Launch Could Be a Flop

    Editor's Note: This post originally appeared on Chris Provines' blog. For more information on Chris, please visit his website. Let’s face it, businesses of all types and ...

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