Overcome 7 Profit-Killing Pricing Misconceptions: Avoid Mistakes in Tough Markets
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For B2B companies, the pressure to discount can skyrocket during times of economic crisis. This pressure comes from all sides: customers seeking price relief, ...
Release Notes: April 2020
April 2020 Release Notes
New for this release:
New Scenarios builder in the Value Map tool allows Marketing users to analyze how different products might act and ...
Utilizing Differentiation in Value Modeling: Case Studies in Enabling Customer Conversations
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No one has ever made a difference by being like everyone else. The world’s leading B2B enterprises are able to sustain their success by not only producing ...
Release Notes: March 2020
March 2020 Release Notes
New for this release:
New custom chart options are now available in Value Propositions: 1) dynamic bar charts with bars that will be ...
Align Strategy with Customer Journeys: Best Practices to Adopt Value Management
Customer Value Management focuses commercial teams on the customer outcomes that result from deciding to buy an offering. Top B2B companies recognize that business customers embarking on a ...
Release Notes: February 2020
February 2020 Release Notes
New for this release:
Labels list stays collapsed: when a user collapses the labels list (on either the Marketing or Sales home page), ...
The Art of Designing and Testing EVE® Models
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Economic Value Estimation® models require both customer and competitive data along with a heavy dose of analytical skill. With practice, the mathematical side ...
May the Best Solution Win: Selling Strategies to Convey Your Superior Value
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Are you losing business to competitors – even when you know you have the best solution? For B2B enterprises, this is an all-too-common problem that not only ...
Release Notes: January 2020
January 2020 Release Notes
New for this release:
CSV downloads of Value Proposition search results on both the Marketing and Sales home pages now support the ...
Enhance Your Sales Performance by Selling Value
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Neil Rackham, Miller Heiman, Mathew Dixon, Reed Holden: What message do these sales gurus have in common? They all place a large emphasis on the importance of ...
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