5 C’s of Value Selling and Value Pricing
“Why don’t customers buy? Frequently the reason they don’t buy is because they do not understand or appreciate the value that we can deliver to them,” explains Mike Wilkinson, Co-founder and ...
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 ...
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