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Seven Steps to Identify and Capture Your Value

Learn the Basic Process Steps That Are Crucial for Success in Value-Based Pricing and Selling

When it comes to value-based selling and pricing, it's easy to get sidetracked by all of the apparent complexity. But we all know that the fundamentals in anything will usually get you 70-80% of the way there. In this video guide, you will learn about:

  • How to brainstorm the various ways your offerings provide value.
  • How to use customers and internal experts to distill your hypothesis.
  • How to test and refine your assumptions to avoid major mistakes.
  • How to document the differential value gaps that really matter.
  • How to quantify "hard" drivers and develop strategic messages.
  • How to avoid the most common mistakes that others have made.
  • What to do if or when your competitors are outperforming you.
  • How to craft messages that are strategic, without being negative.

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More Subscriber-Only Resources From Our Library

  • How to Structure Sales Operations

    The structure of your Sales Ops function can have ramifications for years to come. In this on-demand webinar, learn effective approaches and important considerations for getting your structure right.

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  • Exceptional Sales Ops Teams

    Sales Ops is still evolving and there are no long-standing rules for how everything should work. But there's a lot to learn from teams with a track record of success. In this on-demand webinar, we explore the common traits and mindsets of successful Sales Operations groups.

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  • The Fundamentals of Effective Pricing for Sales Operations

    Most Sales Ops teams are unable to contribute to pricing and discounting in a meaningful way because they lack pricing knowledge. In this on-demand webinar, we cover the fundamental pricing concepts that Sales Ops teams need to understand.

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  • How Many B2B Sales Teams Lack Negotiation Skills?

    Recently, we conducted a PulsePoll to better understand the extent to which B2B sales teams were taking steps to develop and maintain skills in negotiation. Explore what we learned in this Research Brief, complete with helpful charts and analysis.

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