Articles

We Help Capital Equipment Companies Grow and Compete

How to Get Off the Sales Support Treadmill

“We don’t have time to do marketing work because we are overwhelmed with sales support,” the marketing team will tell you. You're inclined to believe them. You can see that the majority of the marketing team’s time is consumed with direct, tactical sales support...

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Embrace the Tension

By now, you can see that your value-based conversation with customers is going to be very different from what you might be used to. You can already feel the knot developing in your stomach as you begin to imagine how uncomfortable this could get. There's no way you're...

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Book Excerpt: The Value Metric

Excerpt from Get Your Price!: Value-Based Strategy for Capital Equipment Companies It’s time to turn the concept of value into some hard numbers. In the preceding chapters, you learned three important value-based strategy principles: Capital equipment value is pure...

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Amazon Bestseller


Get Your Price! by Michael Chase

This indispensable guide will show you how to create superior customer value and get paid for it.

 

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Michael Chase

Are you ready for the growth and profitability that a value-based strategy can provide?

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