Value-Based Pricing: Shift Your Sales Conversation into High Gear

Posted by Tim Mullane on Oct 25, 2018 6:00:00 AM

I was speaking with the VP of Pricing Transformation for a Fortune 500 company recently and, as disciples of value-based pricing, we debated the subtleties of modern-day pricing theory. We agreed that a shift to value-based pricing within an organization should achieve the following:

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Topics: Uncovering your Value

Don’t sell your products, sell what your products do

Posted by Ellen Quackenbush on Jun 13, 2018 6:54:33 PM

Customers buy your products for a reason—namely, the impact your products have on their business results. If they could get the same results without buying your solution, believe me, they would. They would gladly refocus their time and money on running their business.  

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Topics: Uncovering your Value

Translating Value for Sellers and Customers

Posted by Tim Mullane on May 23, 2018 1:22:23 PM

I recently spoke with a major supplier to semiconductor manufacturers. The semiconductor industry has a handful of global players owning 80% of the market. Predictably, the supplier’s business model is heavily reliant on a few large customers. Because of this reliance, the supplier’s marketing team is well-schooled in measuring value delivered to customers. They knew critical semiconductor KPIs like cost of ownership, yield, performance, and risk. Their value analyses align with improving performance in these key areas. The value toolset is impressive – I had never seen such models and spreadsheets that calculated value so completely.

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Topics: Newsletter, Uncovering your Value

Win Your Own Super Bowl: Ask the Right Questions to Improve Your Running Game

Posted by Ellen Quackenbush on Jan 25, 2018 5:51:00 AM

(Part 3 of 3)

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Topics: Selling with Confidence, Uncovering your Value

Value Is the Christmas Cheer Even Scrooge Can Get Behind

Posted by Richard Harrington on Dec 13, 2017 3:37:12 PM

Nothing beats the smell of a real Christmas tree. Every year on the weekend following Thanksgiving, my wife and I head to the local pop-up seller where tree farmers from up north display their wares of Balsam, Frasers, and Douglas Firs. We evaluate each tree based on size, ability to hold ornaments, the shape, propensity for needle drop, etc. and select a full tree carefully measured to be one inch lower than our ceiling.

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Topics: Newsletter, Uncovering your Value

Holden Advisors' Greatest Hits of 2017

Posted by Alison Yama on Dec 13, 2017 11:01:45 AM

‘Tis the season for car commercials and countdowns.  I will spare you the sentimentality of the great American holiday car spots.  Instead, I bring you a bit of fun to close out this holiday season.  We’ve had a super year working on really complex and challenging pricing issues, discovering hidden value for clients, and working with sales people to protect that value in negotiations.  Some of those same consultants are also talented (and competitive) writers who enjoy sharing insights with our followers.  Let’s see who scored the most page views on their blogs.

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Topics: Pricing with Confidence, Uncovering your Value, Negotiating with Backbone, Selling with Confidence

Improve Selling by Breaking These 5 Value Myths

Posted by Joanna VanDeWater on Dec 7, 2017 12:15:14 PM

In recent years, the word value has become almost meaningless. This watered-down version of value frustrates anyone striving to improve sales effectiveness and overall business results. We know customers want value. But, what does that mean exactly?

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Topics: Selling with Confidence, Negotiating with Backbone, Uncovering your Value

3 Steps to Discover if Your Customers Pay a Fair Price

Posted by Mayuresh Saravanakumar on Nov 1, 2017 6:20:28 PM

Do you deliver value that is not captured in price? Do you provide services that are under-appreciated by your customers? If you answered “yes,” you have lots of good company. We constantly see organizations miss the potential to capture value because of misaligned price metrics, offering extra services above and beyond contract agreements, all you can eat offerings, and poor tracking of value delivered.

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Topics: Uncovering your Value

Professional Sales Teams Thrive with the Right Tools

Posted by Travis Umpleby on Oct 18, 2017 4:11:37 PM

Does your sales team spend more time negotiating with you than with the customer? Do they struggle to achieve pricing targets? How well-equipped are they to accomplish the objectives they are given?

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Topics: Newsletter, Selling with Confidence, Negotiating with Backbone, Pricing with Confidence, Uncovering your Value

Netflix Boosts Market Cap Through Price Increase. Can You?

Posted by Pete Morelli on Oct 18, 2017 4:03:33 PM

Last week, Netflix announced a $1-$2 monthly price increase for its standard and premium plans. Investors applauded the move, with shares lifting 5.4%[1] on October 6th, adding over $4B to Netflix’ market cap. How many other executives are now evaluating their pricing decisions in search of incremental revenue? Should you?

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Topics: Newsletter, Pricing with Confidence, Uncovering your Value