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OVERCOMING PRICE PRESSURE: A 5-STEP PROCESS FOR SUCCESSFUL On a daily basis, B2B sales reps face price pressure in negotiations and conversations with their buyers. As a result, they frequently succumb to this pressure and over-discount, resulting in reduced profits. In order to improve pricing outcomes and profitability in both the short term and long run, sales reps must develop the confidence and ability to know when and how to overcome this price LEVERAGEPOINT VALUE MANAGEMENT A currency selection may now be added to any Value Proposition, so that a single Value Prop could be used to create any number of UVPs with any of our many available currency formats. Please reach out to your LeveragePoint contact or techsupport@leveragepoint.com for moreinformation on
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 pay more for products that deliver them higher value. If every product in the world had a value tag, THE VALUE SELLING PROCESS Your customer is looking for the best results, and it is your job to show them they need you to achieve these results. Show them how you will add value to their business. To sell on value, you must understand your customer and what value means to them and their business. Value selling does not 5 COMPONENTS OF A VALUE-BASED PRICING STRATEGY The reason why many companies fail to capture superior profitability, even after buying price management software and implementing tight pricing over 12 months, is because they fail to implement a value-based pricing strategy that centers on customer value. To be successful a value-based pricing strategy must include the following five components: Value Creation: Are you HOW DOES PRICING EXCELLENCE BENEFIT BUYERS (AND NOT JUST Many buyers are concerned when they hear that one of their suppliers has a new focus on pricing excellence and is implementing pricing software, whether this be a value-based platform like LeveragePoint or an analytics and optimization platform from PROS, Vendavo, Zilliant or Vistaar. Pricing is seen as a zero-sum game – if the price 4 COMMON TYPES OF INTANGIBLE VALUE DRIVERS THAT CAN Intangible value drivers (often considered “soft” value drivers like brand, quality, or reliability) are critical factors in the B2B product design, pricing, and sales process since these items are not easily replicated by new or low-cost competitors. Quantifying this value delivers a powerful message and helps differentiate products from their competitors. Common intangible value drivers HOME - VALUE-BASED STRATEGY Value Propositions provide key reasons why customers should buy, and quantified estimates of that worth, giving sales confidence to negotiate win-win deals. HEALTHCARE - VALUE-BASED STRATEGY Suppliers of innovative healthcare products, including medical devices, diagnostics, pharma and healthcare IT need to articulate the value of their solution LEVERAGEPOINT VALUE MANAGEMENT The UVP report has been expanded and improved for better tracking of data changes across multiple customers and conversations (for each Value Proposition). In Value Propositions, the placeholder widget now uses simple drop-down menus and type-ahead search to allow users to select what data/information to display. NOTE: Edit Presentationchanges
OVERCOMING PRICE PRESSURE: A 5-STEP PROCESS FOR SUCCESSFUL On a daily basis, B2B sales reps face price pressure in negotiations and conversations with their buyers. As a result, they frequently succumb to this pressure and over-discount, resulting in reduced profits. In order to improve pricing outcomes and profitability in both the short term and long run, sales reps must develop the confidence and ability to know when and how to overcome this price LEVERAGEPOINT VALUE MANAGEMENT A currency selection may now be added to any Value Proposition, so that a single Value Prop could be used to create any number of UVPs with any of our many available currency formats. Please reach out to your LeveragePoint contact or techsupport@leveragepoint.com for moreinformation on
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 pay more for products that deliver them higher value. If every product in the world had a value tag, THE VALUE SELLING PROCESS Your customer is looking for the best results, and it is your job to show them they need you to achieve these results. Show them how you will add value to their business. To sell on value, you must understand your customer and what value means to them and their business. Value selling does not 5 COMPONENTS OF A VALUE-BASED PRICING STRATEGY The reason why many companies fail to capture superior profitability, even after buying price management software and implementing tight pricing over 12 months, is because they fail to implement a value-based pricing strategy that centers on customer value. To be successful a value-based pricing strategy must include the following five components: Value Creation: Are you HOW DOES PRICING EXCELLENCE BENEFIT BUYERS (AND NOT JUST Many buyers are concerned when they hear that one of their suppliers has a new focus on pricing excellence and is implementing pricing software, whether this be a value-based platform like LeveragePoint or an analytics and optimization platform from PROS, Vendavo, Zilliant or Vistaar. Pricing is seen as a zero-sum game – if the price 4 COMMON TYPES OF INTANGIBLE VALUE DRIVERS THAT CAN Intangible value drivers (often considered “soft” value drivers like brand, quality, or reliability) are critical factors in the B2B product design, pricing, and sales process since these items are not easily replicated by new or low-cost competitors. Quantifying this value delivers a powerful message and helps differentiate products from their competitors. Common intangible value driversRESOURCES ARCHIVE
Resources Archive - Value-Based Strategy | LeveragePoint DAY ONE AS PRICING DIRECTOR/VP: DELIVERING A MORE VIEW THE WEBINAR RECORDING BELOW Top B2B companies rely on leadership from their pricing organization to deliver a value-based pricing strategy that maximizes profit outcomes. When this function is newly established, what is expected in the initial days, weeks, and months under a new pricing leader? What should be expected of them? What arethe
CAREERS - VALUE-BASED STRATEGY For more information about LeveragePoint careers please contact jobs@leveragepoint.com SIX STEPS TO OPTIMAL INNOVATION PRICING: UNDERSTAND AND Looking for practical tips on how to successfully value-price your innovative products and increase launch margin by at least double digits? Large B2B companies frequently invest in years of research to build innovative, unique products and bring them to market. While the commercial success of a product launch is dictated by number of factors, the proven financial impact of value pricing is HOW DOES PRICING EXCELLENCE BENEFIT BUYERS (AND NOT JUST Many buyers are concerned when they hear that one of their suppliers has a new focus on pricing excellence and is implementing pricing software, whether this be a value-based platform like LeveragePoint or an analytics and optimization platform from PROS, Vendavo, Zilliant or Vistaar. Pricing is seen as a zero-sum game – if the price THE VALUE SELLING PROCESS Your customer is looking for the best results, and it is your job to show them they need you to achieve these results. Show them how you will add value to their business. To sell on value, you must understand your customer and what value means to them and their business. Value selling does not PRICE NEGOTIATIONS: THE KEY TO SUCCESS Joanne Smith, President of Price to Profits Consulting, former DuPont Pricing Leader and author of The Price Negotiation Playbook, shares practical approaches to assess and improve your sales team’s price negotiation skills in this whitepaper. THE ONE MINUTE ELEVATOR PITCH One way to be able to build this one minute elevator speech is to use the Economic Value Estimation® process which is now available in the LeveragePoint value-based pricing platform. The platform provides you with everything you need to prepare the content of your elevator speech. Then you need to write something powerful and practice it. SELLING TO THE C-SUITE: UNDERSTAND YOUR AUDIENCE For B2B companies with big ticket, innovative solutions, selling to the C-suite can become organizational mom and apple pie. It isn’t surprising. All it takes is a single sales success story. For innovative products or solutions with significant customer impact, the go-to-market problem is invariably a long and complex sales cycle. Customer middle management contacts WHAT IS VALUE CREATION AND VALUE COMMUNICATION IN A VALUE As we noted in an earlier post, a successful value-based pricing strategy involves five components. Those effective strategies incorporate customer value with the value management elements of value creation and value communication. So what exactly are these elements? Value creation involves including only those elements in a product or service that a fully-informed customer should be HOME - VALUE-BASED STRATEGY Value Propositions provide key reasons why customers should buy, and quantified estimates of that worth, giving sales confidence to negotiate win-win deals.RESOURCES ARCHIVE
Resources Archive - Value-Based Strategy | LeveragePoint LEVERAGEPOINT VALUE MANAGEMENT A currency selection may now be added to any Value Proposition, so that a single Value Prop could be used to create any number of UVPs with any of our many available currency formats. Please reach out to your LeveragePoint contact or techsupport@leveragepoint.com for moreinformation on
BLOG - VALUE-BASED STRATEGY The Value Strategies Blog has quickly become a go-to source of information for B2B sales, marketing, presales, product, and pricing professionals interested in bringing a collaborative approach of customer value to their organization. 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 pay more for products that deliver them higher value. If every product in the world had a value tag, 5 COMPONENTS OF A VALUE-BASED PRICING STRATEGY The reason why many companies fail to capture superior profitability, even after buying price management software and implementing tight pricing over 12 months, is because they fail to implement a value-based pricing strategy that centers on customer value. To be successful a value-based pricing strategy must include the following five components: Value Creation: Are you HOW DOES PRICING EXCELLENCE BENEFIT BUYERS (AND NOT JUST Many buyers are concerned when they hear that one of their suppliers has a new focus on pricing excellence and is implementing pricing software, whether this be a value-based platform like LeveragePoint or an analytics and optimization platform from PROS, Vendavo, Zilliant or Vistaar. Pricing is seen as a zero-sum game – if the price SELLING TO THE C-SUITE: UNDERSTAND YOUR AUDIENCE For B2B companies with big ticket, innovative solutions, selling to the C-suite can become organizational mom and apple pie. It isn’t surprising. All it takes is a single sales success story. For innovative products or solutions with significant customer impact, the go-to-market problem is invariably a long and complex sales cycle. Customer middle management contacts THE ONE MINUTE ELEVATOR PITCH One way to be able to build this one minute elevator speech is to use the Economic Value Estimation® process which is now available in the LeveragePoint value-based pricing platform. The platform provides you with everything you need to prepare the content of your elevator speech. Then you need to write something powerful and practice it. THE 4 COMPONENTS OF AN ECONOMIC VALUE ESTIMATION (EVE As seen in the image below, most EVE models have four components: Competitor Reference Value: The price that the customer actually pays for the next best competitive alternative (NBCA). In some situations this may be too difficult to estimate and left at 0, for example HOME - VALUE-BASED STRATEGY Value Propositions provide key reasons why customers should buy, and quantified estimates of that worth, giving sales confidence to negotiate win-win deals.RESOURCES ARCHIVE
Resources Archive - Value-Based Strategy | LeveragePoint LEVERAGEPOINT VALUE MANAGEMENT A currency selection may now be added to any Value Proposition, so that a single Value Prop could be used to create any number of UVPs with any of our many available currency formats. Please reach out to your LeveragePoint contact or techsupport@leveragepoint.com for moreinformation on
BLOG - VALUE-BASED STRATEGY The Value Strategies Blog has quickly become a go-to source of information for B2B sales, marketing, presales, product, and pricing professionals interested in bringing a collaborative approach of customer value to their organization. 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 pay more for products that deliver them higher value. If every product in the world had a value tag, 5 COMPONENTS OF A VALUE-BASED PRICING STRATEGY The reason why many companies fail to capture superior profitability, even after buying price management software and implementing tight pricing over 12 months, is because they fail to implement a value-based pricing strategy that centers on customer value. To be successful a value-based pricing strategy must include the following five components: Value Creation: Are you HOW DOES PRICING EXCELLENCE BENEFIT BUYERS (AND NOT JUST Many buyers are concerned when they hear that one of their suppliers has a new focus on pricing excellence and is implementing pricing software, whether this be a value-based platform like LeveragePoint or an analytics and optimization platform from PROS, Vendavo, Zilliant or Vistaar. Pricing is seen as a zero-sum game – if the price SELLING TO THE C-SUITE: UNDERSTAND YOUR AUDIENCE For B2B companies with big ticket, innovative solutions, selling to the C-suite can become organizational mom and apple pie. It isn’t surprising. All it takes is a single sales success story. For innovative products or solutions with significant customer impact, the go-to-market problem is invariably a long and complex sales cycle. Customer middle management contacts THE ONE MINUTE ELEVATOR PITCH One way to be able to build this one minute elevator speech is to use the Economic Value Estimation® process which is now available in the LeveragePoint value-based pricing platform. The platform provides you with everything you need to prepare the content of your elevator speech. Then you need to write something powerful and practice it. THE 4 COMPONENTS OF AN ECONOMIC VALUE ESTIMATION (EVE As seen in the image below, most EVE models have four components: Competitor Reference Value: The price that the customer actually pays for the next best competitive alternative (NBCA). In some situations this may be too difficult to estimate and left at 0, for exampleHIGH TECHNOLOGY
Leading high technology providers align sales and marketing by leveraging digital technology to create dynamic Value Propositions. HEALTHCARE - VALUE-BASED STRATEGY Suppliers of innovative healthcare products, including medical devices, diagnostics, pharma and healthcare IT need to articulate the value of their solution BLOG - VALUE-BASED STRATEGY The Value Strategies Blog has quickly become a go-to source of information for B2B sales, marketing, presales, product, and pricing professionals interested in bringing a collaborative approach of customer value to their organization.BEST PRACTICES
LeveragePoint works with the some of the largest international enterprises and some of the best sales and marketing teams. By collaboratively supporting our customers and their world-class consultants, we have access to a wealth of hands-on experience in making Value Propositions and value strategies work in practice. At LeveragePoint we build on that base of CAREERS - VALUE-BASED STRATEGY For more information about LeveragePoint careers please contact jobs@leveragepoint.com DAY ONE AS PRICING DIRECTOR/VP: DELIVERING A MORE VIEW THE WEBINAR RECORDING BELOW Top B2B companies rely on leadership from their pricing organization to deliver a value-based pricing strategy that maximizes profit outcomes. When this function is newly established, what is expected in the initial days, weeks, and months under a new pricing leader? What should be expected of them? What arethe
OVERCOMING PRICE PRESSURE: A 5-STEP PROCESS FOR SUCCESSFUL On a daily basis, B2B sales reps face price pressure in negotiations and conversations with their buyers. As a result, they frequently succumb to this pressure and over-discount, resulting in reduced profits. In order to improve pricing outcomes and profitability in both the short term and long run, sales reps must develop the confidence and ability to know when and how to overcome this price 5 KEY CHARACTERISTICS OF WINNING B2B SALES PRESENTATIONS Successful B2B Sales & Marketing leaders empower their teams with presentations that engage decision makers and key influencers early inthe sales process.
SELLING TO THE C-SUITE: UNDERSTAND YOUR AUDIENCE For B2B companies with big ticket, innovative solutions, selling to the C-suite can become organizational mom and apple pie. It isn’t surprising. All it takes is a single sales success story. For innovative products or solutions with significant customer impact, the go-to-market problem is invariably a long and complex sales cycle. Customer middle management contacts VALUE PROPOSITIONS FOR B2B SALES TEAMS There are some pretty good B2B value spreadsheets out there. Clear inputs and assumptions. Well documented supporting notes and sources. Nice scenario analyses. There are some pretty smart creators of these spreadsheets, including product managers and other presales professionals. The best creators are adept at walking through their analyses clearly and persuasively. They think about HOME - VALUE-BASED STRATEGY Value Propositions provide key reasons why customers should buy, and quantified estimates of that worth, giving sales confidence to negotiate win-win deals.RESOURCES ARCHIVE
Resources Archive - Value-Based Strategy | LeveragePoint LEVERAGEPOINT VALUE MANAGEMENT A currency selection may now be added to any Value Proposition, so that a single Value Prop could be used to create any number of UVPs with any of our many available currency formats. Please reach out to your LeveragePoint contact or techsupport@leveragepoint.com for moreinformation on
BLOG - VALUE-BASED STRATEGY The Value Strategies Blog has quickly become a go-to source of information for B2B sales, marketing, presales, product, and pricing professionals interested in bringing a collaborative approach of customer value to their organization. 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 pay more for products that deliver them higher value. If every product in the world had a value tag, 5 COMPONENTS OF A VALUE-BASED PRICING STRATEGY The reason why many companies fail to capture superior profitability, even after buying price management software and implementing tight pricing over 12 months, is because they fail to implement a value-based pricing strategy that centers on customer value. To be successful a value-based pricing strategy must include the following five components: Value Creation: Are you HOW DOES PRICING EXCELLENCE BENEFIT BUYERS (AND NOT JUST Many buyers are concerned when they hear that one of their suppliers has a new focus on pricing excellence and is implementing pricing software, whether this be a value-based platform like LeveragePoint or an analytics and optimization platform from PROS, Vendavo, Zilliant or Vistaar. Pricing is seen as a zero-sum game – if the price SELLING TO THE C-SUITE: UNDERSTAND YOUR AUDIENCE For B2B companies with big ticket, innovative solutions, selling to the C-suite can become organizational mom and apple pie. It isn’t surprising. All it takes is a single sales success story. For innovative products or solutions with significant customer impact, the go-to-market problem is invariably a long and complex sales cycle. Customer middle management contacts THE ONE MINUTE ELEVATOR PITCH One way to be able to build this one minute elevator speech is to use the Economic Value Estimation® process which is now available in the LeveragePoint value-based pricing platform. The platform provides you with everything you need to prepare the content of your elevator speech. Then you need to write something powerful and practice it. THE 4 COMPONENTS OF AN ECONOMIC VALUE ESTIMATION (EVE As seen in the image below, most EVE models have four components: Competitor Reference Value: The price that the customer actually pays for the next best competitive alternative (NBCA). In some situations this may be too difficult to estimate and left at 0, for example HOME - VALUE-BASED STRATEGY Value Propositions provide key reasons why customers should buy, and quantified estimates of that worth, giving sales confidence to negotiate win-win deals.RESOURCES ARCHIVE
Resources Archive - Value-Based Strategy | LeveragePoint LEVERAGEPOINT VALUE MANAGEMENT A currency selection may now be added to any Value Proposition, so that a single Value Prop could be used to create any number of UVPs with any of our many available currency formats. Please reach out to your LeveragePoint contact or techsupport@leveragepoint.com for moreinformation on
BLOG - VALUE-BASED STRATEGY The Value Strategies Blog has quickly become a go-to source of information for B2B sales, marketing, presales, product, and pricing professionals interested in bringing a collaborative approach of customer value to their organization. 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 pay more for products that deliver them higher value. If every product in the world had a value tag, 5 COMPONENTS OF A VALUE-BASED PRICING STRATEGY The reason why many companies fail to capture superior profitability, even after buying price management software and implementing tight pricing over 12 months, is because they fail to implement a value-based pricing strategy that centers on customer value. To be successful a value-based pricing strategy must include the following five components: Value Creation: Are you HOW DOES PRICING EXCELLENCE BENEFIT BUYERS (AND NOT JUST Many buyers are concerned when they hear that one of their suppliers has a new focus on pricing excellence and is implementing pricing software, whether this be a value-based platform like LeveragePoint or an analytics and optimization platform from PROS, Vendavo, Zilliant or Vistaar. Pricing is seen as a zero-sum game – if the price SELLING TO THE C-SUITE: UNDERSTAND YOUR AUDIENCE For B2B companies with big ticket, innovative solutions, selling to the C-suite can become organizational mom and apple pie. It isn’t surprising. All it takes is a single sales success story. For innovative products or solutions with significant customer impact, the go-to-market problem is invariably a long and complex sales cycle. Customer middle management contacts THE ONE MINUTE ELEVATOR PITCH One way to be able to build this one minute elevator speech is to use the Economic Value Estimation® process which is now available in the LeveragePoint value-based pricing platform. The platform provides you with everything you need to prepare the content of your elevator speech. Then you need to write something powerful and practice it. THE 4 COMPONENTS OF AN ECONOMIC VALUE ESTIMATION (EVE As seen in the image below, most EVE models have four components: Competitor Reference Value: The price that the customer actually pays for the next best competitive alternative (NBCA). In some situations this may be too difficult to estimate and left at 0, for exampleHIGH TECHNOLOGY
Leading high technology providers align sales and marketing by leveraging digital technology to create dynamic Value Propositions. HEALTHCARE - VALUE-BASED STRATEGY Suppliers of innovative healthcare products, including medical devices, diagnostics, pharma and healthcare IT need to articulate the value of their solution BLOG - VALUE-BASED STRATEGY The Value Strategies Blog has quickly become a go-to source of information for B2B sales, marketing, presales, product, and pricing professionals interested in bringing a collaborative approach of customer value to their organization.BEST PRACTICES
LeveragePoint works with the some of the largest international enterprises and some of the best sales and marketing teams. By collaboratively supporting our customers and their world-class consultants, we have access to a wealth of hands-on experience in making Value Propositions and value strategies work in practice. At LeveragePoint we build on that base of CAREERS - VALUE-BASED STRATEGY For more information about LeveragePoint careers please contact jobs@leveragepoint.com DAY ONE AS PRICING DIRECTOR/VP: DELIVERING A MORE VIEW THE WEBINAR RECORDING BELOW Top B2B companies rely on leadership from their pricing organization to deliver a value-based pricing strategy that maximizes profit outcomes. When this function is newly established, what is expected in the initial days, weeks, and months under a new pricing leader? What should be expected of them? What arethe
OVERCOMING PRICE PRESSURE: A 5-STEP PROCESS FOR SUCCESSFUL On a daily basis, B2B sales reps face price pressure in negotiations and conversations with their buyers. As a result, they frequently succumb to this pressure and over-discount, resulting in reduced profits. In order to improve pricing outcomes and profitability in both the short term and long run, sales reps must develop the confidence and ability to know when and how to overcome this price 5 KEY CHARACTERISTICS OF WINNING B2B SALES PRESENTATIONS Successful B2B Sales & Marketing leaders empower their teams with presentations that engage decision makers and key influencers early inthe sales process.
SELLING TO THE C-SUITE: UNDERSTAND YOUR AUDIENCE For B2B companies with big ticket, innovative solutions, selling to the C-suite can become organizational mom and apple pie. It isn’t surprising. All it takes is a single sales success story. For innovative products or solutions with significant customer impact, the go-to-market problem is invariably a long and complex sales cycle. Customer middle management contacts VALUE PROPOSITIONS FOR B2B SALES TEAMS There are some pretty good B2B value spreadsheets out there. Clear inputs and assumptions. Well documented supporting notes and sources. Nice scenario analyses. There are some pretty smart creators of these spreadsheets, including product managers and other presales professionals. The best creators are adept at walking through their analyses clearly and persuasively. They think about HOME - VALUE-BASED STRATEGY Value Propositions provide key reasons why customers should buy, and quantified estimates of that worth, giving sales confidence to negotiate win-win deals.RESOURCES ARCHIVE
Resources Archive - Value-Based Strategy | LeveragePoint LEVERAGEPOINT VALUE MANAGEMENT A currency selection may now be added to any Value Proposition, so that a single Value Prop could be used to create any number of UVPs with any of our many available currency formats. Please reach out to your LeveragePoint contact or techsupport@leveragepoint.com for moreinformation on
BLOG - VALUE-BASED STRATEGY The Value Strategies Blog has quickly become a go-to source of information for B2B sales, marketing, presales, product, and pricing professionals interested in bringing a collaborative approach of customer value to their organization. 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 pay more for products that deliver them higher value. If every product in the world had a value tag, 5 COMPONENTS OF A VALUE-BASED PRICING STRATEGY The reason why many companies fail to capture superior profitability, even after buying price management software and implementing tight pricing over 12 months, is because they fail to implement a value-based pricing strategy that centers on customer value. To be successful a value-based pricing strategy must include the following five components: Value Creation: Are you HOW DOES PRICING EXCELLENCE BENEFIT BUYERS (AND NOT JUST Many buyers are concerned when they hear that one of their suppliers has a new focus on pricing excellence and is implementing pricing software, whether this be a value-based platform like LeveragePoint or an analytics and optimization platform from PROS, Vendavo, Zilliant or Vistaar. Pricing is seen as a zero-sum game – if the price SELLING TO THE C-SUITE: UNDERSTAND YOUR AUDIENCE For B2B companies with big ticket, innovative solutions, selling to the C-suite can become organizational mom and apple pie. It isn’t surprising. All it takes is a single sales success story. For innovative products or solutions with significant customer impact, the go-to-market problem is invariably a long and complex sales cycle. Customer middle management contacts THE ONE MINUTE ELEVATOR PITCH One way to be able to build this one minute elevator speech is to use the Economic Value Estimation® process which is now available in the LeveragePoint value-based pricing platform. The platform provides you with everything you need to prepare the content of your elevator speech. Then you need to write something powerful and practice it. THE 4 COMPONENTS OF AN ECONOMIC VALUE ESTIMATION (EVE As seen in the image below, most EVE models have four components: Competitor Reference Value: The price that the customer actually pays for the next best competitive alternative (NBCA). In some situations this may be too difficult to estimate and left at 0, for example HOME - VALUE-BASED STRATEGY Value Propositions provide key reasons why customers should buy, and quantified estimates of that worth, giving sales confidence to negotiate win-win deals.RESOURCES ARCHIVE
Resources Archive - Value-Based Strategy | LeveragePoint LEVERAGEPOINT VALUE MANAGEMENT A currency selection may now be added to any Value Proposition, so that a single Value Prop could be used to create any number of UVPs with any of our many available currency formats. Please reach out to your LeveragePoint contact or techsupport@leveragepoint.com for moreinformation on
BLOG - VALUE-BASED STRATEGY The Value Strategies Blog has quickly become a go-to source of information for B2B sales, marketing, presales, product, and pricing professionals interested in bringing a collaborative approach of customer value to their organization. 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 pay more for products that deliver them higher value. If every product in the world had a value tag, 5 COMPONENTS OF A VALUE-BASED PRICING STRATEGY The reason why many companies fail to capture superior profitability, even after buying price management software and implementing tight pricing over 12 months, is because they fail to implement a value-based pricing strategy that centers on customer value. To be successful a value-based pricing strategy must include the following five components: Value Creation: Are you HOW DOES PRICING EXCELLENCE BENEFIT BUYERS (AND NOT JUST Many buyers are concerned when they hear that one of their suppliers has a new focus on pricing excellence and is implementing pricing software, whether this be a value-based platform like LeveragePoint or an analytics and optimization platform from PROS, Vendavo, Zilliant or Vistaar. Pricing is seen as a zero-sum game – if the price SELLING TO THE C-SUITE: UNDERSTAND YOUR AUDIENCE For B2B companies with big ticket, innovative solutions, selling to the C-suite can become organizational mom and apple pie. It isn’t surprising. All it takes is a single sales success story. For innovative products or solutions with significant customer impact, the go-to-market problem is invariably a long and complex sales cycle. Customer middle management contacts THE ONE MINUTE ELEVATOR PITCH One way to be able to build this one minute elevator speech is to use the Economic Value Estimation® process which is now available in the LeveragePoint value-based pricing platform. The platform provides you with everything you need to prepare the content of your elevator speech. Then you need to write something powerful and practice it. THE 4 COMPONENTS OF AN ECONOMIC VALUE ESTIMATION (EVE As seen in the image below, most EVE models have four components: Competitor Reference Value: The price that the customer actually pays for the next best competitive alternative (NBCA). In some situations this may be too difficult to estimate and left at 0, for example HEALTHCARE - VALUE-BASED STRATEGY Suppliers of innovative healthcare products, including medical devices, diagnostics, pharma and healthcare IT need to articulate the value of their solutionHIGH TECHNOLOGY
Leading high technology providers align sales and marketing by leveraging digital technology to create dynamic Value Propositions. BLOG - VALUE-BASED STRATEGY The Value Strategies Blog has quickly become a go-to source of information for B2B sales, marketing, presales, product, and pricing professionals interested in bringing a collaborative approach of customer value to their organization.BEST PRACTICES
LeveragePoint works with the some of the largest international enterprises and some of the best sales and marketing teams. By collaboratively supporting our customers and their world-class consultants, we have access to a wealth of hands-on experience in making Value Propositions and value strategies work in practice. At LeveragePoint we build on that base of CAREERS - VALUE-BASED STRATEGY For more information about LeveragePoint careers please contact jobs@leveragepoint.com DAY ONE AS PRICING DIRECTOR/VP: DELIVERING A MORE VIEW THE WEBINAR RECORDING BELOW Top B2B companies rely on leadership from their pricing organization to deliver a value-based pricing strategy that maximizes profit outcomes. When this function is newly established, what is expected in the initial days, weeks, and months under a new pricing leader? What should be expected of them? What arethe
OVERCOMING PRICE PRESSURE: A 5-STEP PROCESS FOR SUCCESSFUL On a daily basis, B2B sales reps face price pressure in negotiations and conversations with their buyers. As a result, they frequently succumb to this pressure and over-discount, resulting in reduced profits. In order to improve pricing outcomes and profitability in both the short term and long run, sales reps must develop the confidence and ability to know when and how to overcome this price 5 KEY CHARACTERISTICS OF WINNING B2B SALES PRESENTATIONS Successful B2B Sales & Marketing leaders empower their teams with presentations that engage decision makers and key influencers early inthe sales process.
SELLING TO THE C-SUITE: UNDERSTAND YOUR AUDIENCE For B2B companies with big ticket, innovative solutions, selling to the C-suite can become organizational mom and apple pie. It isn’t surprising. All it takes is a single sales success story. For innovative products or solutions with significant customer impact, the go-to-market problem is invariably a long and complex sales cycle. Customer middle management contacts VALUE PROPOSITIONS FOR B2B SALES TEAMS There are some pretty good B2B value spreadsheets out there. Clear inputs and assumptions. Well documented supporting notes and sources. Nice scenario analyses. There are some pretty smart creators of these spreadsheets, including product managers and other presales professionals. The best creators are adept at walking through their analyses clearly and persuasively. They think about* Login
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DIGITAL VALUE SELLING TOOL CREATE, COMMUNICATE AND CAPTURE VALUE Value Propositions provide key reasons why customers should buy, as well as quantified estimates of what these reasons are worth, giving sales the confidence to negotiate win-win deals.REQUEST A DEMO
WHAT WE DO
LeveragePoint is the only software solution changing the way companies create, communicate and capture value.CLOSE MORE
B2B DEALS
Give reps confidence talking the customer’s language by addressing relevant business issues, showing financial results, and accessing the best content for the customer.Learn More »
HAVE BETTER SALES CONVERSATIONS Establish early credibility with industry knowledge, and create a groundwork for collaborative discussion about the potential impact forthe customer.
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UNDERSTAND VALUE-BASED PRICING Provide product management and marketing with a simple framework to quantify value, making it easy to understand the impact of their products on their customers’ business.Learn More »
ACHIEVE NEW PRODUCT GOALS Rapidly set value-based prices for product launch and publish powerful Value Propositions to accelerate early customer sales and generatemomentum.
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SEE HOW LEVERAGEPOINT HELPED THESE CLIENTS LeveragePoint respects our clients' privacy; most customer names areconfidential.
> Overall we estimate a 2-4% increase in gross margin on all new > projects/offers dealt with. > BU Pricing Leader | LeveragePoint Customer > You cannot continue to do value-based pricing, value modeling, and > value propositions in Excel and PowerPoint. True value champions > industrialize their value management process using software. I have > now used LeveragePoint for 7 years, and it’s the best for > marketing, pricing, and sales teams. > Stephan Liozu | Chief Value Officer at Thales > Prior to seeing output of LeveragePoint, and presenting it to two > customers, the majority of the C-suite was insisting that we launch > this product at the same price as the old product. > Customer Value Manager | LeveragePoint Customer > I have never felt so confident going into a deal at list price. > Account Executive | LeveragePoint Customer > Determining the right pricing for some of my new solutions > monopolizes my time, especially when we have nothing to compare > against in the market. LeveragePoint has shown me how to better > analyze the economic impact each solution will make on my > clients’ bottom lines, and I usually find that I would have > underpriced my solutions without LeveragePoint. > Product Manager | LeveragePoint Customer > One of my clients notified us that they would be leaving us at the > end of their contract. We then put a team together to use > LeveragePoint to visually show the client the financial value of > their relationship with us. The LeveragePoint discussion in > conjunction with consulting services and other > relationship rebuilding activities kept this client in our > portfolio, and this client has increased their spend with us> by over 50%.
> Account Executive | LeveragePoint Customer > All of my Product Managers will complete a LeveragePoint value > analysis before releasing their solutions in the market. We just > cannot afford not to use LeveragePoint. > Head of Business Unit, Product Management | LeveragePoint Customer > Some of our solutions have complex technical functionality which > presents significant challenges when meeting with business decision > makers. LeveragePoint helps me to quickly develop a presentation > to translate technical features into a business case. > Account Executive | LeveragePoint Customer > Overall we estimate a 2-4% increase in gross margin on all new > projects/offers dealt with. > BU Pricing Leader | LeveragePoint Customer > You cannot continue to do value-based pricing, value modeling, and > value propositions in Excel and PowerPoint. True value champions > industrialize their value management process using software. I have > now used LeveragePoint for 7 years, and it’s the best for > marketing, pricing, and sales teams. > Stephan Liozu | Chief Value Officer at Thales > Prior to seeing output of LeveragePoint, and presenting it to two > customers, the majority of the C-suite was insisting that we launch > this product at the same price as the old product. > Customer Value Manager | LeveragePoint Customer > I have never felt so confident going into a deal at list price. > Account Executive | LeveragePoint Customer > Determining the right pricing for some of my new solutions > monopolizes my time, especially when we have nothing to compare > against in the market. LeveragePoint has shown me how to better > analyze the economic impact each solution will make on my > clients’ bottom lines, and I usually find that I would have > underpriced my solutions without LeveragePoint. > Product Manager | LeveragePoint Customer > One of my clients notified us that they would be leaving us at the > end of their contract. We then put a team together to use > LeveragePoint to visually show the client the financial value of > their relationship with us. The LeveragePoint discussion in > conjunction with consulting services and other > relationship rebuilding activities kept this client in our > portfolio, and this client has increased their spend with us> by over 50%.
> Account Executive | LeveragePoint Customer > All of my Product Managers will complete a LeveragePoint value > analysis before releasing their solutions in the market. We just > cannot afford not to use LeveragePoint. > Head of Business Unit, Product Management | LeveragePoint Customer > Some of our solutions have complex technical functionality which > presents significant challenges when meeting with business decision > makers. LeveragePoint helps me to quickly develop a presentation > to translate technical features into a business case. > Account Executive | LeveragePoint Customer > Overall we estimate a 2-4% increase in gross margin on all new > projects/offers dealt with. > BU Pricing Leader | LeveragePoint Customer FEATURED WHITE PAPER VALUE PROPOSITIONS FOR YOUR CUSTOMER AUDIENCE: ABM, ABS, AND PRICINGSEGMENTATION
B2B marketers need ABS to succeed with ABM. B2B sales teams need content and tools that engage customers in conversations about what your solution will deliver for them. Pricing professionals need better customer insights to design and execute more profitable segmented pricing. The best commercial teams focus their organizational energy on their Value Propositions, shining the spotlight on the audience that matters to all of them – the Customer.LEARN MORE
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MONTHLY WEBINAR
THE ART OF DESIGNING AND TESTING EVE® MODELS Economic Value Estimation® models require both customer and competitive data along with a heavy dose of analytical skill. With practice, the mathematical side of designing high-quality EVE® models can become systematic. What is often less obvious is the soft and intuitive side of crafting value stories, testing EVE® with customers, and building team alignment. The art of EVE® design cannot be taught in standard training sessions. It requires soft skills and social intelligence. In this webinar, Stephan Liozu will discuss this difficult-to-acquire aspect of designing and testing EVE ®. REGISTER Or See AllFEATURED BLOG POST
THE VALUE COACH’S PLAYBOOK: 1.1. MIDFIELDERS: PREPARE TO QUANTIFY VALUE - FRAME THE DISCUSSION Coaches make the difference between pickup soccer and championship football. In business, great value coaches help their teams achieve commercial excellence. In the first part of this blog series,
we focus on how product marketers and marketers act as midfielders for their business teams, focusing on best practices to quantify value and assisting their sales teams in achieving commercial excellence.LEARN MORE
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LEVERAGEPOINT FOR YOUR BUSINESS SERVING B2B COMPANIES LIKE YOU Top B2B companies in the specialty chemical, manufacturing, high technology, healthcare, and software & services industries utilize LeveragePoint to build and execute their value-based strategy. We are SOC 2 and GDPR certified to support the needs of major enterprises.SPECIALTY CHEMICAL
Deliver higher revenue and margin growthMANUFACTURING
Demonstrate the value of your differentiationHIGH TECHNOLOGY
Increase top-line revenue and qualified opportunitiesHEALTHCARE
Drive the value of your products in healthcareSOFTWARE & SERVICES
Validate ROI of solutions that reduce risk and increase profitREADY TO DIVE IN?
GET A PERSONALIZED DEMO If you’d like to talk more about LeveragePoint’s Value Proposition tool, we’d welcome the opportunity to speak with you. We will listen to your needs, and help you understand if the tool is right for you.REQUEST DEMO
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LeveragePoint offers a software-as-a-service solution that aligns product, pricing, marketing, sales enablement and sales teams around creating, capturing, and communicating value. LeveragePoint allows these teams to collaborate internally around building a value-based strategy then publish a customer-facing, dynamic, value proposition that clearly communicates the value of their offering in the firstcustomer meeting.
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