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Recession Buster #4: Invest in Customer Value Management


There is no doubt that the time has come for companies to take a serious look at the customer value management (CVM) process, methodology, and tools. It has never been a better time to get started. And the reason is simple: do it or get churned out!

Your customers are doing the same analysis that you are doing. They want to improve net retention and avoid churn. As a result, any vendor who visits them or speaks to them about increased net retention rate or churn reduction will be placed on top of the list of SaaS solutions to keep investing in.

As you reinforce your customer value proposition...

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An Open Letter to CROs

An Open Letter to CROs from Joe Sexton
  • 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...

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Back to Reality 2.0

recession ahead warning sign

We have been here before. And multiple times over the last 20 years. Bubbles are formed, grow too fast, and then burst. Stock valuations go through the roof. Capital is chasing ideas and new business models giving exuberant level of investments without doing the proper due diligence on the attractiveness of the business models. The so-called “unicorns” were born because two people with a cool concept, a nice PowerPoint slide deck, and a Beta platform environment were able to convince VC and angels investors to invest in them. This was a start-up bonanza we had not seen since 2000.

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The Value Mindset: Transforming Your Organization to Adopt Value

mindset makes results

In 2016 and 2017, I joined a large global manufacturing company as a Value Coach to assist them in their value transformation in Europe. The project lasted 18 months and was a very transformational experience for the teams and for me. This is when I realized that all I knew about customer value management was not enough. I had to go deeper in concepts of change management, transformational leadership, and mindset change. I started studying Carol Dweck’s work on mindset and bought her bestselling book called Mindset: The New Psychology of Success[1]. This is not a business book, but its...

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The Value Transformation Journey

Old Way New Way

Transformations are hard. They take a while and have the potential to challenge the fabric of any organization. When you transform, you go deep into the culture, the organization's DNA, and the ways of working to achieve irreversible change. That is the ultimate goal.

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