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Value Recognition Publications

65% of companies are not able to achieve the prices they deserve for their products and services. And in some businesses, a 1% increase in price can enable a company to double its profit margins. Getting the price you deserve requires a shift in thinking: from selling products and services to creating value for customers and getting it recognized.

Value Recognition gets you paid for the value you provide. These Value Recognition publications will help you to develop the skills and behaviors needed to stop leaving money on the table.

 


 

The Complete Guide to Value RecognitionThe Complete Guide to Value Selling: Marketing, Selling, and Negotiating Based on Value

This 30-page ebook will enable and empower marketing/sales people and their companies to resist pressures to lower their margins and maintain positive and profitable relationships with their customers. You will learn how to: define Value Selling and Marketing for your organization; develop Quantified Value Propositions; identify the Value Buyers in your customer's organization and how to get to them; define compelling Value Messages; consistently apply Value Selling and Marketing techniques to get the prices you deserve for your products and services; and confront Value Leakage and secure your margins.

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Value Selling Toolkit eBookValue Selling Toolkit eBook

Effective Value Selling has become critical to suppliers' profitable sales growth because customers often only use price as the dominant factor in sales negotiations. When it is done effectively, Value Selling is often a company's strongest capability for getting the highest price. This ebook will provide you with the tools needed to define, position, and sell your unique value to customers.

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describe the imageHow to Create Value and Achieve Trusted Business Partnerships

During this webinar, you will learn how to overcome your customers' increasing proficiency of using price as the dominant factor in purchasing, and, at the same time, transform your organization into their Trusted Business Partner.

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selling and negotiating optimal value prices webinar resized 600Selling and Negotiating Optimal Value Prices Webinar

In our experience, failure to achieve value pricing is due to lack of preparation, communication capabilities and negotiation skills of the sales people. In this webinar, you will learn the best ways to prepare sales people to achieve optimal value pricing, and hear actual case studies that offer proven advice for communicating and negotiating with customers.

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selling and negotiating optimal value prices resized 600Selling and Negotiating Optimal Value Prices eBook

All too often we hear sales people complain that while quantifying and positioning the value that their products and services create for their customers should lead to achieving fair prices, their customers continue to resist value arguments and insist that the lowest supplier price will get the business. In this ebook we present practical approaches, tools and techniques that can be applied by any supplier company to achieve fair value-based prices with their customers.

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value selling toolkitValue Selling Toolkit

With the Value Selling Toolkit, you will discover how to estimate the impact that your products and services can have on your customer's business results, and apply these estimates to make a compelling Financial Value case to the right customer contact.

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describe the imageBusiness Dialogue Tool

Use the Business Dialogue Tool to discover how to engage executives in business dialogue and create your own business savvy dialogue, and apply these insights to your business dialogue meeting planner to drive your desired meeting outcome objective.

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building high value relationships with retail customersBuilding High Value Relationships with Retail Customers Article

In today’s retail landscape, chain stores competing primarily on price and selection dominate the market. This article discusses how sales people can create real ‘value’ for customers by understanding their problems and needs and providing ‘solutions’ in the form of products that address those needs.

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how word of mouth marketing can generate meaningful buzzHow Word of Mouth Marketing can Generate a Meaningful Buzz

The internet has traumatized traditional marketing and is causing every manager in B2C, as well as B2B industries, to re-evaluate his/her marketing options. In this article, find out how B2B marketers can learn from B2C success stories and what are the differences and implications for B2B are.

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how to build value for healthcare brands in emerging marketsHow to Build Value for Healthcare Brands in Emerging Markets

Countries in emerging markets share a central challenge: how to improve their product/brand value in view of an entirely different world ahead, especially with the growth of lower price generics and fewer resources available to them. In this article, find out how companies can overcome this common challenge.

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how to build value in international markets coverHow to Build Value in International Markets

In this article you will learn how to improve your product/brand value in view of an entirely different world ahead, especially with the growth of lower price generic products and fewer available resources.

 

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why branding is even more important for b2b resized 600Why "Branding" is Even More Important for B2B 

Most marketers in both B2C and B2B misuse or don't understand the concept of branding. They are missing out on a huge opportunity to distinguish their product or corporate brand. In the article you will learn what "branding" really is, the biggest challenge you will face, and how you can do smarter branding.

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what companies need to do to recover form the economic crisis coverWhat Companies Need to do to Recover from the Economic Crisis

This article covers 2 major findings from the 2009 Global Partners study  on the impact of the recession on buying and selling patterns in companies. In order to take advantage of growth and recovery opportunities, companies need to prepare now.

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charting a career as a global sales executive coverCharting a Career as a Global Sales Executive

This article describes the skills and competencies needed to become a successful global sales executive. Additionally, you will learn about charting your career path and taking advantage of global opportunities within your company.

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time to invest in sales training coverNow is the Time to Invest in Sales Training

This article discusses how the current economic crisis provides the perfect opportunity for forward-thinking executives whose companies will not only survive the downturn, but emerge positioned to take full advantage of the recovery.

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biz in asia coverGrowing Your Business in Asia

To share some of our experiences, we’re presenting this ebook on “Growing Your Business is Asia.”  It’s our guide to effective selling, marketing, branding and leadership in Japan, Singapore, Thailand and, of course, China.

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what b2b marketers can learn from b2cWhat B2B Marketers Can Learn from B2C 

Consumer marketing in B2C has long been recognized for its progressive advancements in market research and segmentation, competitive positioning, strategic brand building, innovative marketing practices, and creative thinking. Find out why forward-thinking B2B companies are beginning to discover and adapt many of the basic B2C principles to improve their marketing effectiveness in this ebook.

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selling and negotiating optimal value prices resized 600Selling and Negotiating Optimal Value Prices

All too often we hear sales people complain that while quantifying and positioning the value that their products and services create for their customers should lead to achieving fair prices, their customers continue to resist value arguments and insist that the lowest supplier price will get the business. In this ebook we present practical approaches, tools and techniques that can be applied by any supplier company to achieve fair value-based prices with their customers.

Download

 


 

strategic marketing mhealth coverStrategic Marketing for mHealth

Download our Strategic Marketing for mHealth presentation. Topics covered in this presentation include: Knowing Your Target Customer, Positioning Product Brand, and Engaging Your Customer.

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trusted business advisor coverTrusted Business Advisor

Topics covered in this presentation include: changes in customers' decision process and expectations for key suppliers; product Sale to Solution Sale to Trusted Business Advisor; transforming the Sales and Marketing Organizations; Challenges, Approaches and Critical Success Factors; and making the case for change.

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