Sales and Marketing:

Recession Buster #5: Refresh Your Pricing Approach

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By now, your sellers are running around trying to close. The reality is that customers have put a stop to deal-making until they understand how their companies are going to be positioned in this recession. This is to be expected when stock markets are crashing, and investments are drying up. However, it is essential to anticipate the pressure your customers and prospects might put on you when it comes to pricing. Procurement and finance teams might be unwilling to consider investing in your SaaS solution or at least might consider a downgraded version of your solution for now if they see the...

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Recession Buster #3: Restructure Your Marketing Programs and Spending

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Today, I’m talking about relating to the management and prioritization of marketing programs in the context of a potentially strong recession. At this stage in the game, you are surely in the process of asking yourself how to improve the “bang for the bucks” and how to maintain a rich opportunity funnel. Considering the high chance that your company will reduce headcount and refocus on the core, it is expected that the priorities are going to change. The key question now is what stays in the toolkit and what gets sidelined for the time being. We are back to the “do more with less” frame of...

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Boost Your Marketing Impact with the Power of Value

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Turn up the impact volume

Understanding and communicating the unique value your business provides can maximize your marketing impact at all stages of the customer journey. In fact, companies who clearly understand and share the value they deliver have a greater chance of reaching new, untapped customers and markets. And as prospects become customers, the value you measure and communicate can generate additional revenue through deepening that relationship and turning existing customers into your advocates and sales ambassadors. Our “How to Maximize Marketing Impact with Customer Value Management” white paper explores...

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The Keys to Effective Cross-Team Customer Value Delivery

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weighing value and costs or price

Economic pressures over the past few years have resulted in increased scrutiny for expenditures under new and existing technology contracts. This heightened emphasis on financial impact products and services deliver requires sales teams and customer success staff to elevate their approach. Conversations with prospects and existing customers must focus on tangible value. Instead of just being the purview of sales teams, value must be front and center in every customer interaction.

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