While defending against cyberattacks has become an increasingly important part of doing business, cybersecurity is still often seen primarily as a technology issue. But a recent blog post from Gartner is calling for change. In fact, according to Gartner, cybersecurity is more properly defined as a business value issue that reaches well beyond the information security realm and directly impacts operational outcomes.
Stay ahead with customer value thinking.
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Understanding and communicating the unique value your business provides can maximize your marketing impact at all stages of the customer journey. In fact, companies who clearly understand and share the value they deliver have a greater chance of reaching new, untapped customers and markets. And as prospects become customers, the value you measure and communicate can generate additional revenue through deepening that relationship and turning existing customers into your advocates and sales ambassadors. Our “How to Maximize Marketing Impact with Customer Value Management” white paper explores...
Learn how sales reps are using ValueCloud® to progress deals and elevate conversations
If you’re working as a sales professional, your primary task is to bring in sales. There have been many methodologies on how to sell products and services over the years. Product selling — straight-up convincing the customer to buy a product — has been the norm for ages. When that wasn’t enough, sales eventually moved from the product to the solution offered through the product.
Economic pressures over the past few years have resulted in increased scrutiny for expenditures under new and existing technology contracts. This heightened emphasis on financial impact products and services deliver requires sales teams and customer success staff to elevate their approach. Conversations with prospects and existing customers must focus on tangible value. Instead of just being the purview of sales teams, value must be front and center in every customer interaction.
While the world is bouncing back, the economic impacts of the pandemic are still being felt across industries and borders. Organizations are putting expenditure under the microscope, scrutinizing every purchase decision. Sales and customer success teams must be ready to make a strong case for every opportunity, backed by substantiated and specific customer value delivered. And that calls for a scalable value selling solution.