Stay ahead with customer value thinking.

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.

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.

• 25% higher attach rates for early sales conversations 
• 50-80% higher close rates 
• Increased average contract value of 25-50% or more
• Double digit reduction in discounts 
• 30-50% impact on deal velocity 
• 50-70% reduction in new hire ramp-up times***

Do the above metrics sound like your current year and latest Quarter results? Or did your last Quarter end with, “We had 15 Qualified deals in the Quarter, we needed 5 to beat not only the Board plan but our internal stretch plan, but we only got 3 of them. While we had a good Quarter, we left business on the field as deals slipped or shrank...

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.