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Customer Success:

How Customer Value Management Boosts the Bottom Line - Step 4 Driving Adoption

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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.

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Six Considerations for Successful Value-based Selling Programs

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Currently, companies are investing heavily in training their salesforce to become value sellers. There are numerous reputable companies offering commercial excellence training combined with a value management approach. No methodology is perfect and there is always room for improvement. However, there are certain things a company must do before embarking on a strategic value-based selling program for their go-to-market teams. I list six considerations that sales leadership and training professionals need to keep in mind when designing value-based selling programs.

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How to Recession-Proof Your SaaS Business

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5 tips to grow in an unfavorable market

Talks of an upcoming recession have prompted businesses to take a hard look at their revenue streams—and to find ways to boost their sales. Tackling the challenges ahead will require a new approach that emphasizes value to the customer. From initial conversations to renewals, customers need to understand the benefit they get from a product as they tighten their belts. To learn more about how businesses can beat the upcoming recession, we sat down with Joe Sexton, current Board of Advisors member at DecisionLink and former President of Worldwide Field...

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Customer Value Management: The Recipe for Retention

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Deepen and strengthen your relationship by focusing on customer value

For as-a-service businesses, retention is the lifeblood of your business. By focusing on value management as a continuous process, you help ensure customers understand the value of your services. As a result, they are more likely to renew and spend additional money through expansion and upsell. The end result: higher net retention rate and increased profitability. In his analysis of a survey performed by Dimensional Research, Peter O’Neill indicates that approaching customer value management as a continuous process is...

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4 Steps to Ramp Up Reps to Reach Quota

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Sales is a noble yet challenging profession. And in the current work environment, practicing your craft can be downright exhausting. However, effective onboarding and training keeps life manageable (and goals attainable) for your sales reps. The key is to simplify your approach. Starting a fresh sales role is like learning a new language — easy to understand when shared in small, frequent chunks of knowledge. With constant iteration. We use these approaches at DecisionLink yielding powerful results.

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