Value pricing is a customer-centric strategy that sets prices based on the estimated economic value of a product or service rather than purely on market benchmarks or internal costs. When…
The promise of improved employee productivity when selling B2B technology solutions is often met with customer skepticism. The value of potential labor savings is obvious, whereas productivity improvements are more…
The stakes are high in today’s hyper-competitive sales environment. Having a compelling offering remains fundamental, as does the need for a well-structured business case that quantifies ROI. Here’s what your…
A well-crafted value proposition has the power to catapult your business towards sustainable growth and better market performance. However, it can be a challenge to develop a unique value proposition…
Engaging with buyers has become increasingly difficult as demand for their time and attention is at an all-time high. On top of that, marketing channels are falling in and out…
In most competitive endeavors, fundamentals are what we must first learn and master in order to perform well. They provide us with confidence in setting basic direction and a stable…
The other day I caught a reference on an episode of Mad Men to the Four P’s. The episode was set in the early 1970’s, which means Phil Kotler’s game-changing…
Recently I asked my blog readers to share opinions about the great "quality vs. volume" debate. That is, if you had your choice between a high volume of leads and…
