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.
This guide is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
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Selling Value Over Price
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Competitive Kill Sheet Development Workbook
To help you gather and distill the essential information to create effective competitive kill sheets, answer the questions in these worksheets with as much detail as possible. An example of a fictitious competitive kill sheet is provided at the end of the workbook.
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Using a Cost-Plus Mindset to Your Advantage
In this case study, learn how one consultant got (very) creative in order to solve a pricing problem in an highly dysfunctional organization.
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The Marketing Research Analysis Guide
The Marketing Research Analysis Guide will help you interrogate your marketing research findings to gain strategic insights and identify opportunities for truly meaningful action.
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