Stay ahead with customer value thinking.

Several months ago, Lindsey was working an 80 day sales cycle for a prospect that she felt confident about. Communication was flowing and everything seemed to be aligning perfectly. She was able to go right to the CRO at her prospect with a compelling value statement, which he was immediately responsive toward. They happened to be in growth mode and a 5% ACV would be huge for him. 

Last week, DecisionLink attended Automate, the most powerful display of automation in North America, held at the Huntington Place Convention Center in Detroit, Michigan. With over 500 exhibitors and thousands of attendees, it’s the best place to discover powerful solutions—from innovations in AI and robotics to tried-and-true workhorse technologies—that will solve your unique challenges and propel you forward.

When you’re selling a technical solution, it’s easy to get caught up in demonstrating the features of a new product. But when your prospects must make the case to their leadership to invest in your product from a limited budget, exciting features are not enough. Your prospects need to be empowered to explain clearly how your product will provide value to their organization’s bottom line.

The days of “selling to” someone is long gone. Instead, the best sales professionals ensure their customers are an active part of the process—and provide them with tools to become your internal champion in the process. Use these five steps to facilitate more proactive and effective collaboration with your prospects.

Peek at how our Customer Value Platform works, there's no better experience than having it demonstrated completely with your data set. 

New IDC Spotlight Report: Highlights Value Management as the Foundation for Outcome-Based Customer Relationships

While defending against cyberattacks has become an increasingly important part of doing business, cybersecurity is still often seen primarily as a technology issue. But a recent blog post from Gartner[1] is calling for change. In fact, according to Gartner, cybersecurity is more properly defined as a business value issue that reaches well beyond the information security realm and directly impacts operational outcomes.