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Customer Value:

Value Realization: The Fundamentals

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What you need to know to get started with Value Realization

Value realization has become a buzzword lately with the current focus on tangible results and the rapid emergence of the customer success function. At the same time, ‘value realization’ is a novel topic with fundamental differences compared to ‘value creation’. 

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The Value Realization Imperative

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It is no longer a question of “if” we will face a recession. It is a matter of how bad it will be. Will it hit the technology sector? If so, how hard? How will companies rethink their business model, and their go-to-market strategies? And most importantly, how will they support their customers while they also go through turbulence of their own?

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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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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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