Stay ahead with customer value thinking.

Accelerate your sales cycle at every stage with these key insights

Whether you’re a customer or a seller, no one wants to spend more time than necessary negotiating a sale. The good news is if you understand how to frame the benefits to the customer, selling doesn’t need to be a lengthy process. 

Centering Value at Each Touchpoint Creates Global Impact

Companies leveraging Customer Value Management across their organization see benefits in all aspects of their business. It drives adoption, operationalizes customer sentiment, and enables companies to leverage important metrics in their conversations.  These benefits are important because they ultimately add up to transformational change for businesses—change that is reflected in real bottom-line impact.

It is no longer a question of “if” we will face a recession. It is a matter of how bad it will be. Will it hit the technology sector? If so, how hard? How will companies rethink their business model, and their go-to-market strategies? And most importantly, how will they support their customers while they also go through turbulence of their own?

Successful Businesses Build Credibility and Trust with Metric-driven sales enablement

Metrics are essential in creating compelling business cases to win over clients. Many businesses already use them in selling. But in a value-based sales approach, metrics are not just the icing on the cake—they are the cake batter itself.

I have spent my entire career in hands-on, operational sales leadership. One phrase that has helped with my success and will forever stick in my mind is: If you help people get what they want, you will inevitably get everything you want. This includes your prospects, customers, partners, and your people.

Karen Heatwole, in her first year of being a DecisionLink customer, has already blown the metrics out of the water, including ROI. As a Vice President Value Advisor, her involvement in the market of value selling and what she's accomplished at iCIMs is impressive, and influential.