By now, your sellers are running around trying to close. The reality is that customers have put a stop to deal-making until they understand how their companies are going to be positioned in this recession. This is to be expected when stock markets are crashing, and investments are drying up. However, it is essential to anticipate the pressure your customers and prospects might put on you when it comes to pricing. Procurement and finance teams might be unwilling to consider investing in your SaaS solution or at least might consider a downgraded version of your solution for now if they see the...
Stay ahead with customer value thinking.
Kristina is a name known across many areas of the DecisionLink business. She started off as a customer, where she was able to successfully scale value selling. After returning from SKO, she heard over and over the challenges her team faced with standing out from the competition and bringing business outcomes to the forefront of their sales cycles.
As the program manager for Highspot's value selling program, Kiersten Walker has been a catalyst for adoption throughout the organization. She has been influential in bringing value selling into Highspot's enablement curriculum, including its mid-year kickoff, Camp Momentum.
Sam Crossen is not only a fantastic example of a Value Hero, but his story also exemplifies one of our most recent webinar topics - Value Selling as a Team Sport.
There is no doubt that the time has come for companies to take a serious look at the customer value management (CVM) process, methodology, and tools. It has never been a better time to get started. And the reason is simple: do it or get churned out!
Your customers are doing the same analysis that you are doing. They want to improve net retention and avoid churn. As a result, any vendor who visits them or speaks to them about increased net retention rate or churn reduction will be placed on top of the list of SaaS solutions to keep investing in.
As you reinforce your customer value proposition...
Stephen Walters lives and breathes value. As the Field CTO at Gitlab and a DevOps Institute Ambassador, Stephen understands the importance of clearly articulating value in every conversation.