Does your sales copy fail to connect to customers and gain leads? Kedar Gharpure shares an article that may help you improve your B2B sales story. #Price can often be the first casualty as companies compete in markets shrinking due to #COVID19. However, now more than ever, it is essential to compete on value and not just on price. In the previous articles we spoke about how companies have avoided a race to the bottom on price by adopting a…

In this article Kedar Gharpure shares key steps to develop value-based pricing.  You have likely read articles about Value-Based Pricing (VBP) – after all, the concept has been around for several decades. However, our review of over 50 VBP articles from the top search results highlight that a) there is very little VBP literature geared towards B2B and b) no single article provides a comprehensive and actionable overview of VBP for B2B.  In this article, we provide a complete overview…

Kedar Gharpure shares an article on pricing and a warning on the pitfalls of discounting prices in the hope of gaining volume sales. Price is an important negotiation element in any B2B sale – and often made out to be a sticking point by the customers. Hence, it is no wonder that B2B companies often consider discounting their prices to win a deal or to secure more volume. However, most companies usually underestimate the incremental volume that they will need…

Kedar Gharpure shares an article on value-based pricing for B2B, what it is, and why you should use it.  You have likely read articles about Value-Based Pricing (VBP) – after all, the concept has been around for several decades. However, our review of over 50 VBP articles from the top search results highlight that a) there is very little VBP literature geared towards B2B and b) no single article provides a comprehensive and actionable overview of VBP for B2B.  In…

Kedar Gharpure shares a company post on developing and applying value-based pricing for the B2B market. You have likely read articles about Value-Based Pricing (VBP) – after all, the concept has been around for several decades. However, our review of over 50 VBP articles from the top search results highlight that a) there is very little VBP literature geared towards B2B and b) no single article provides a comprehensive and actionable overview of VBP for B2B.  In this article, we…

Kedar Gharpure shares an article on pricing and why you should think twice before lowering price to increase sales.  Price is an important negotiation element in any B2B sale – and often made out to be a sticking point by the customers. Hence, it is no wonder that B2B companies often consider discounting their prices to win a deal or to secure more volume. However, most companies usually underestimate the incremental volume that they will need to sell to make…

Kedar Gharpure shares an article that identifies key factors involved in B2B value-based pricing. You have likely read articles about Value-Based Pricing (VBP) – after all, the concept has been around for several decades. However, our review of over 50 VBP articles from the top search results highlight that a) there is very little VBP literature geared towards B2B and b) no single article provides a comprehensive and actionable overview of VBP for B2B.  In this article, we provide a…

  Kedar Gharpure shares a useful post and a practical guide to help companies choose their B2B pricing tools.   We reviewed over 50 B2B pricing tools, here is what we found The B2B pricing tools landscape is getting increasingly crowded. Today, there are over 50 pricing products and solutions from the leading vendors alone. All vendors offer SaaS based tools that promise a rapid deployment. All vendors also offer analytics or machine learning or AI to deliver a superior…

Umbrex is pleased to welcome Kedar Gharpure with B2B Growth Consulting.  Kedar is a former McKinsey & Co. project manager with over 10 years experience in growth strategy, commercial transformation and digital at B2B companies across a variety of sectors globally. Kedar has supported both Fortune 250 and PE owned B2B companies across a range of sectors such as industrial goods, specialty chemicals, hi-tech and business servies to craft their growth strategy and drive sales and margin growth. He has…