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.

How to adapt your core value proposition to each client

A strong value proposition is the foundation of a successful business case. When you clearly understand the value you can provide different types of clients, tailoring the message to fit their unique situation is easier. Our most recent webinar tackled this essential topic—how to make that work to go the extra mile as you approach new clients. Joined by experts, Dr. Stephen Timme, Founder & President of Finlistics Solutions, and Justin Honaman, Head, Worldwide Retail & Consumer Goods Go-to-Market, Amazon Web Services, DecisionLink’s Ty...

With the current recession and ongoing disruption to the markets, a focus on value realization (VR) is a no-brainer. What could be more important than showing customers the impact your solution brings to them? You move from a trusted advisor to a true financial partner. 

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’. 

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?

Successful Businesses Build Credibility and Trust with Metric-driven sales enablement

Metrics are essential in creating compelling business cases to win over clients. Many businesses already use them in selling. But in a value-based sales approach, metrics are not just the icing on the cake—they are the cake batter itself.