LeveragePoint Value Management Blog

Best Posts on Value-Based Selling

To win in B2B, sales people have to be able to communicate the three-or-four key ways in which their solution creates value that its competitors do not. If they can do this, they have a better chance of winning the sales negotiation. LeveragePoint takes quantified value models based on Economic Value Estimation (EVE) and translates these into Value Messages that can be used by sales. Sales people access these through our sales tool and their CRM, where they can create value communications targeted at specific customers against the competitor in the deal. Information from sales is automatically available to sales and pricing. See the figure below. 

LeveragePoint posts regularly on the impact that value-based selling can have on results.

Some of our best posts on value-based selling:

• SPIN Selling for a Tough Economy
• In B2B Markets Competitive Advantage Takes More Than Making Claims
• Bridging the Silos of Marketing, Pricing & Sales
• Gaining Value From the Sales and Marketing Communication

Best Posts on Value Modeling

Value modeling is the foundation of value-based product development, value-based pricing, value-based marketing and value-based selling. At LeveragePoint we use the EVE(tm) (Economic Value Estimation) approach developed by Tom Nagle and John Hogan in their book The Strategy and Tactics of Pricing to build value models. Our Value Modeling tool helps product, pricing and marketing experts work through this process to create and share value models. The following figure provides a simple introduction to the structure of an EVE value model.

At LeveragePoint we post regularly on value modeling using EVE and related tools. All posts in this category can be found here. Some of our best posts are listed below.

• The Real Growth Driver: Blending Commoditization and Differentiation
• A Value Model for BP
• Eastman Uses Economic Value Estimation to Understand the Value of a New Polymer for its Customers
• Leveraging a SaaS (Software as a Service) Value Story
• Are Value Maps Leading You Astray?
• Value Charts
• Managing Value Across Distribution Channels
• Value is Dynamic