In today's business world, competition is fierce and new players are constantly emerging. It can be a significant challenge to differentiate your product or service based solely on its merits. Your target audience can easily find similar offerings to yours on the internet in a matter of seconds. Relying solely on your product's uniqueness to make sales is no longer effective.
Stay ahead with customer value thinking.
Having a clear, well-defined and unique value proposition is essential for standing out in a competitive market. However, simply understanding the concept is not enough to create one for your business.
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.
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.
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.
- 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...