Valor em vez de preço

Um conjunto de bons conselhos para empresas que, operando no B2B, querem subir na escala de valor:

"The best businesses compete on value, not price. In many situations, world class businesses have higher prices than that of substitute competitive offerings, but they differentiate their value beyond simple product attributes to incorporate other elements, such as service, into the offering.
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Successful organizations identify drivers of value from their customers’ perspective and work from the market back in to their business to determine and quantify how those drivers create value for customers. They then work hard to train their sales force to sell this value to customers effectively.
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almost every B2B industry today has a perceived “low cost” player or players that consistently underbid the market in an effort to win on price.
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To combat these low-cost competitors, successful businesses must sell on value.
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Segment your market carefully. While some customers and some transactions will always depend primarily on price, in every market, you will always find some customers and situations who care more about value than price. Success requires a determined effort to identify these customers and situations.
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Understand exactly how you impact your customers’ bottom lines and quantify that value in dollars.
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Train your sales force on these elements of value."

Trechos retirados de "Best Practices to Sell on Value Rather than Price"