Managing the critical link between value proposition design and value engagement is what makes or breaks your value-based selling initiatives. In this article, the author takes a deep dive into the concept of value conversations.
It is no longer a question of if and when we will face a recession. It is a matter of how bad it is going to get. One of the recession busters is to make a decisive and bold move in customer value management (CVM). This is step number one, and it is a matter of investing in the right process and platform in the next 30 to 60 days, as the author explains.
In this article, the authors explore the inherent benefits of customized pricing and best practices for implementation through cross-selling and up-selling strategies.
In this article, the author presents strategies for quantifying intangible customer value and presents a practical example of a so-called intangible value driver. The hope is that any pricer reading this can adapt the strategies and example to their own business and use them for better strategic decision making, messaging or more productive customer discussions.