4 Value Based Pricing Examples to Inspire You
a note from Luminas Founder & CEO, D. Keith Pigues I'm always fascinated by real-world examples of successful value-based pricing. This article by Josh Fechter at The Product Company does not disappoint in serving up four value-based pricing examples [...]
The Secret Ingredient of Revenue Management
Luminas Founder & CEO, D. Keith Pigues At the center of pricing and revenue management (two very important topics for every business, large or small) is the matter of Customer Value Management. However, to fully understand customer value management, [...]
Why Business Model Innovation Could Be The Key To Getting Better Results
a note from Luminas Founder & CEO, D. Keith Pigues There are several ways to bring innovation to your business – one of these is business model innovation. Most of us are familiar with other forms of innovation, but [...]
Bridge The Customer Connection Gap For A Successful Customer Strategy
Written by Jeb Dasteel, originally published on March 25, 2022 by Forbes There is no customer strategy without human connections. Your business relationships with customers are vital to near-term success and future growth. Despite this, we often see companies [...]
Six Building Blocks for Revitalized B2B Marketing and Sales
If you’re a B2B company leader, you know how important face time is. Sales visits, trade shows, and demonstrations present opportunities to engage with customers and highlight your knowledge, experience, and the ability to solve problems at scale are [...]
Account Planning: Solve Your Customer’s Real Problem
written by Mark Donnolo, Managing Partner and posted at SalesGlobe A year ago, I stood in front of a senior sales team. In our minds, we could hear the company drumbeat, driven by a new, energetic CEO: “Growth, growth, [...]
Scattered Sales Enablement Resources: How to Align Them for Better Results
Whether speaking with HR, IT, Training, Finance, or another business unit, the Sales leader needs to begin with: “If I had X, it would drive revenue like this.” written by Michelle Seger, Partner, SalesGlobe While you can’t expect [...]
Creating Space for Growth (If you build it, it will come.)
by David Youland, Senior Consultant The pure scale of an established organization can produce inertia. Yet if a company rests on its size/scale alone, it can easily lose touch with evolving customer needs, new competitors and new business models. Large [...]
Strategies for Success in Product Innovation
i Introduction by Luminas Founder and CEO, D. Keith Pigues Customers bring specific problems to be solved -- sometimes without understanding what the problem is or realizing a solution is possible." Truer words have never been spoken than these by [...]