Stay ahead with customer value thinking.

by Tamara Schenk

Tamara Schenk is a Research Director for CSO Insights, Sales Enablement Leader, Author & Award-Winning Keynote Speaker

by Bob Caravella

Bob Caravella is one of the industry’s leading experts on value engineering. He built and led the business value engineering and consulting practices at Mercury Interactive and HP Software – including value model engineering and enabling the worldwide sales teams to carry on meaningful value conversations with customers. He is a member of the DecisionLink Management Advisory Board

As sales leaders run the gauntlet for what is soon to be the end of the last quarter of the year for many companies, we’d like to introduce you to Customer Value Management (CVM), a beacon of hope...

by Bob Caravella

Bob Caravella is one of the industry’s leading experts on value engineering.  He built and led the business value engineering and consulting practices at Mercury Interactive and HP Software – including value model engineering and enabling the worldwide sales teams to carry on meaningful value conversations with customers.  He is a member of the DecisionLink Management Advisory Board. 

The following is the first part of a blog series that explains an important aspect of Customer Value Management (CVM) and value selling — the justification of investment in B2B solutions using...

John Porter and Kristina Cutter of DecisionLink recently led thought leadership discussions surrounding Customer Value Management and value selling for pre-sales leaders at the Pre-Sales Value Engineering/Pre-Sales Leadership Collective Fall Workshop on October 14, 2019.

A Customer Value Management (CVM) program uses metrics to ensure high levels of value are delivered to every customer based on their needs throughout the life of the relationship. Managing customer value as a practice and with an enabling application allows enterprises to treat customer value as a strategic asset and win business and retain customers more often; decrease discounting, accelerate deal cycles, market and showcase value, price more effectively and reduce churn.

by John Porter, CTO and Co-Founder for DecisionLink

This blog is the second in the series on why quantifying customer value is so hard.  (If you missed the first in the series you can read it here)