Stay ahead with customer value thinking.

47 million people quit their jobs in 2021. Some chose a different career path. Others took a break and simply want to retire. Overall, this is a major shift in the workforce landscape, and it is far from over. Right now, in the USA, there 11 million open positions and 9 million workers sitting on the sideline. Additionally, there is a drought of specialized skills in engineering, sales, and accounting for example. If you are a CRO needing resources to scale, your HR leadership team must be your best friend right now. But facing The Great Resignation is not just an HR and talent acquisition...

No industry is immune to The Great Resignation, especially in the go-to-market realm. Salespeople may be particularly susceptible to the phenomenon for a variety of reasons including but not limited to working 100% remotely, timing of the commission payments, pay levels due to increased uncertainty, and a lone-wolf mentality that can quickly lead to burnout and a lack of attachment to their teams.

Today’s buyers are savvier than ever. To address their evolving sophistication and expectations, successful CROs are leaning into technology that aligns sales and buyer objectives to build long-term relationships. Customer Value Management (CVM)is the key to driving greater customer lifetime value. With an end-to-end CVM platform, your team has the power to unify value measurements, elevate sales conversations to what matters to decision-makers, and drive customer success by presenting value at every stage of the engagement.

Customers stay loyal to a brand when they see value in a product. It doesn’t matter how many features the product has or how many problems it can solve. If a product can’t meet at least one business need, the customer will seek greener pastures elsewhere.

Chief Revenue Officers (CROs) and their organizations are facing more pressure than ever. With staffing challenges nationwide, today’s leaders need strategies that distinguish their sales and customer success teams as both contributors to the company’s overarching goals and as a great group to be a part of. While the bottom-line impact of value selling is undeniable, humans are not always receptive to change. So how do you get your team to adapt and embrace the potential of value selling? Give them powerful ways to win fast in the 2022 selling cycle.

In 2020 and 2021, we gathered panels of top CROs and organizational leaders to discuss the current SaaS landscape and make industry-informed predictions about what is to come. One thing has been consistent—the sales landscape is always evolving and changing to optimize the customer and business experience. Our panel of influential leaders and visionaries are providing insights on value selling and customer lifetime value for the coming years. In comparing what we heard in 2020 and 2021, there are some strong consistencies, but an evolution is clearly in the works.