Stay ahead with customer value thinking.

Bringing together the right people and processes to overcome uncertainty

It is one thing to sell to a prospective customer based on your company's value, but it’s a different challenge when you’re up against competition that is claiming to have the same benefits as you. 

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. 

• 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...

A customer value proposition (CVP) cannot be static. It needs to be refreshed every 6-12 months to make a company stays in touch with market needs. That is the ideal case scenario. The reality is different. Most companies and start-ups focus on their core CVP at the beginning of their development and forget to manage it dynamically. The key word here is dynamically! When a recession looms, things accelerate and become much more dynamic. Customers’ perception of value and preference shift and sometimes in an extremely dramatic way. They prioritize spending and are much more focused on...

It’s time to consider possible ways to influence your value mindset and start moving the needle towards value excellence. The difficulty of value transformations is that you have to work at every level of the organization. Because customer value is dynamic and is a team sport, you must manage a complex system of various actions and activities working all at once. The goal is to achieve irreversible change at the organizational level while keeping in mind that change first happens at the individual level.