Selling on value is a must have. But it cannot happen without the right strategic positioning, the right differentiation levels, and an alignment between strategies and tactics, as the author explains.
In this paper, the author examines the nature and phases of value transformation and why the process is challenging. He examines how working on a value mindset can accelerate the journey and get teams fully aligned on what matters, and concludes by exploring the approach and implementation of the 6A Value Mindset model.
The purpose of this paper is to provide more information about what customer value means, how it is materialized in pricing and selling processes, and how buyers perceive value and manage it versus price. Customer value is now the number one imperative for all organizations as they build the plans for their next five to ten years, as the author explains.
Virtually every type of business is feeling the effect of current inflation levels and are being forced to raise prices in order to continue operating profitably. Although most customers understand the current economic pressures and see that prices are increasing everywhere, where things can get messy is in the “how” and “how much” behind these increases. In this article, the author provides best practices for avoiding the appearance of “greedflation.”
Delivering excellence in product, placement, and promotion must be connected to excellence in the realpolitik of business in capturing pricing from real customers, as the author explains.
In this article, Stephan Liozu, PhD, CPP, presents best practices for initiating an organizational transition towards value-based pricing.
In this article, the author presents a detailed process for developing compelling quantified value propositions. Stephan M. Liozu, PhD (firstname.lastname@example.org), is the Founder of Value Innoruption Advisors, a consulting boutique specialized in value-based pricing, industrial pricing, digital and subscription-based pricing.
GP% (Gross Profit Margin) is used broadly for pricing decisions across many organizations, namely those which transition from a legacy in cost-based pricing towards a more value-based pricing approach. However, GP% is not an appropriate measure for price setting. Employing GP% in value pricing is just one of many examples where an overly simplistic compromise is often made, sometimes putting a business into bedlam, as the author explains.
On the most basic level, businesses need to meet their customers’ needs by delivering products and services that are considered worthy of the price paid. In each industry, there will be several competitors trying to compete for the customer dollar. The size of your business matters much less than having a sound strategy. This article is an excerpt from the author’s recent eBook “Selecting a Strategy for Market Leadership.”
The need for coaching applies across all sports and virtually all collaborative pursuits. Great coaches prepare their team mentally and physically and help business teams achieve commercial excellence. Coaches understand the game, and most coaches are experienced players. Value management and value selling are collaborative business pursuits where good coaching helps business teams win, as the author explains.