The days of generic sales pitches are gone for good. Modern buyers now demand customized proposals from sales representatives who prioritize the specific needs of each prospect.
Stay ahead with customer value thinking.
The Future of B2B Sales: From a Buyer’s Perspective Part II
Buyers are savvier than ever, and their expectations are higher than ever. When they shop for B2B products and services, they expect an intuitive, friction-free customer experience that they trust out of hand. Sales are constructed from the foundation upwards. Companies must develop a trustworthy and dependable relationship with their customers to ensure the partnership endures over the years.
Dear CFOs, Your Time to Deliver Value is Now
Cheers to 2023!
Customer Value Management: The Long-tail Sales Strategy
Why customer value management is the most advanced go-to-market approach to enable value conversations across the customer lifecycle
Change Management and the Adoption KPIs to Track
Whether you are deploying a SaaS solution or a new and more advanced technology, you cannot do it without considerations for change management and change leadership. In order for a successful launch of any size, the users of the new solution must be at the heart of every deployment.
Change management does just that. It is the management of the people's side of change. Project management, conversely, serves the technical side of change.
The Challenges with Technology and Change Management
I have been involved in value and pricing management activities for over 15 years. At the beginning of my work in the field, I quickly realized in order to succeed, we need to have strong change management and leadership programs. In 2012, I decided to become certified in change management and I joined a cohort of Prosci® certified experts.