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7 Recommended Strategies for Aligning Pricing with Customer Value
Darrin Fleming
Apr 9, 2024
3 mins

7 Recommended Strategies for Aligning Pricing with Customer Value

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 executed correctly, this powerful approach can increase profits and customer satisfaction. The challenge is aligning price with value delivered.

How to Improve Your B2B Success with a Strong ROI Business Case
Darrin Fleming
Aug 16, 2023
2 mins

How to Improve Your B2B Success with a Strong ROI Business Case

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 sales team should know about business cases before they submit their next proposal.

The Important Distinctions Between Value Pricing and Value Selling
Darrin Fleming
Feb 21, 2023
4 mins

The Important Distinctions Between Value Pricing and Value Selling

I recently reflected on what might cause sellers to reassess their value pricing and value selling strategies in a changing economy. While both are rooted in value, value pricing and value selling use different tools with different purposes and reference sets. Let’s take a moment to review the basics.

3 Ways to Better Communicate Your Solution’s Value to Buyers
David Svigel
Sep 28, 2022
2 mins

3 Ways to Better Communicate Your Solution’s Value to Buyers

The biggest gap between sellers and buyers is a shared understanding of a solution’s value. This gap leads to long sales cycles or worse, deals that just fade away. Overcoming this chasm can be accomplished using value selling tools, which function as a Rosetta Stone to unlock insights for both sides.

How a Dynamic Value Proposition Leads to New Growth Opportunities
David Svigel
Dec 8, 2020
3 mins

How a Dynamic Value Proposition Leads to New Growth Opportunities

Value propositions need to be constantly refreshed as customer, competitor, and market dynamics change, which is all the time. Successful, energetic companies embrace this renewal and use it to sustain ongoing profitable growth. Let’s examine more closely why and how to adopt this approach.

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