Pricing Optimization in a B2B World: Value-Based Pricing Comes of Age for Sales

Pricing Optimization in a B2B World: Value-Based Pricing Comes of Age for Sales: Today's blog post is by Steven Forth, CEO of LeveragePoint, the leading SaaS platform for value-based pricing and sales. The economic climate is tough: financial uncertainty, wild fluctuations in commodity prices, global competition, and rapid commoditization of products that we all thought were safe. Business buyers are paying a lot more attention to the economic variables in a purchase decision, and this is putting new pressure on sales to execute with an emphasis on value-based selling. This is something with which most of us have little experience. We know how to build relationships, uncover customers' needs and pain points, and...