Identifying Your Value Along Five Dimensions
Discover a Variety of Value-Drivers That Can Maximize the Perceived Value and Differentiation of Your Offerings
By being proactive about identifying, prioritizing, and communicating your multidimensional value, you’re not just “hoping” your prospect will pick-up on all of the other compelling reasons to buy from you. Instead, you’re helping them by presenting a very well-rounded set of criteria upon which they can base a decision. In this guide, you will learn about:
- The five major dimensions of value that customers and prospects measure your products and services by.
- How looking at those five dimensions can help you expose dozens of different value drivers for your offerings.
- Over 50 value-driver ideas in a PDF chart that makes a great quick reference and brainstorming aid.
- The 4 key things you should expect and watch out for when starting to identify potential value-drivers.
This diagnostic is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
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The Leading Edge of Customer-Specific Pricing
In this Expert Interview, Pete Eppele discusses current best practices and sheds light on what leading pricing functions are doing right now to manage and optimize their customer-specific pricing.
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Generating More Sales from Existing Customers
Many B2B companies struggle to identify untapped sales opportunities and maximize revenue from the customers they've already acquired. In this four-part recorded training session, learn what leading sales operations are doing differently to grow share-of-wallet with existing customers.
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Exposing the Truth About Value-Based Pricing
In this Expert Interview, Stephan Liozu discusses what it really means to practice value-based pricing in a B2B environment. And here's a hint --- there's a lot more to it than many would have us believe!
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Identifying the Right Unit of Value for Pricing
Simple pricing structures can hurt revenues and profits when they fail to align customer value and costs. This case study demonstrates how to identify the right "unit of value" for both pricing and costing purposes.
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Managing Risk in B2B Pricing
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