Sold, not Bought: How to Market Unfamiliar Solutions
“Bought” products are familiar to buyers, who self-diagnose their need and self-prescribe a product solution. A “Sold” product presents an unfamiliar solution—the prospect can’t self-prescribe, and may not have self-diagnosed. In fact, their needs…
11.24.17| Demonstrate Your Value
Clearing the Barrier to Growing Sales and Margins
Learn how to define your company’s value and how to get it recognized. In this recorded webinar, discover your company's Number One opportunity for increasing both sales and margins at the same time.
08.28.17| Demonstrate Your Value
Boiling a Frog and Other Management Horrors
Executives may be fatalistic or complacent about declines in prices and margin. There's no need to live with that outcome! Discover the 7 reasons why underpricing occurs, and learn what to do about it to increase profits.
08.22.17| Get Paid for Value
Make Your Numbers and Quit Whining
Honoring your cost budget is a good thing. It’s also good to honor your revenue budget. As with so many decisions, it’s when you have to choose between two good objectives that you most need a decision framework.
07.18.17| Demonstrate Your Value
Where Is Your Greatest Value Hiding?
Why do so many B2B manufacturers, distributors, and VARs fail to spot the biggest value they provide to customers? Because there’s a focal point that’s so powerful that their attention is irresistibly drawn there. So they miss something else that’s crucial.
06.20.17| Get Paid for Value
When You REALLY Need a Good Answer
There are times when we all need a really good answer. That’s certainly true in business, especially when you hear questions such as: “Why should I adopt your innovation?” or “Why should I buy from you when you’re more expensive?”
05.23.17| Demonstrate Your Value,New Customer Development
How the Right Pricing Approach Can Free Sales to Sell
When I hear that a firm needs to increase the time their salespeople spend selling and the time their sales managers spend adding value for salespeople and customers, I encourage them to look at pricing processes.
04.18.17| Get Paid for Value
When the Foundation of Your Business Model Melts Underneath
Some business models can last quite a while but the time comes when they’re undermined by changing conditions. Click to discover when it’s time to re-examine the decisions underlying your business model and how to revamp it.
03.21.17| Revamp Your Business Model
How to Make Your Value Clear to Potential Customers
You can’t connect your value to the customer’s problem if you don’t understand the problem. Read to discover how to develop an understanding of customer’s problems and how to create a value story that speaks to them.
02.21.17| Demonstrate Your Value
Protect Yourself from Price Bullies
Is it time to strengthen your company’s pricing power? You must change the customer’s frame of reference so you don’t look like everyone else. If the conversation is about “a product at a price,” change it to “value for the customer’s money.”
01.24.17| Demonstrate Your Value
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