Stay ahead with customer value thinking.

SOC and Customer Value Data – Why it’s ImportantWhen considering a Customer Value Management application or platform, service offering (including consulting services) or other forms of business case development tools or value realization tools, it’s important that any approach you choose has SOC 2 compliance. This detailed third-party evaluation will ensure that the data you maintain about certain key financial metrics, formulas and raw data about how your customer evaluates your product or service is handled and kept secure. Likewise, a Type II certification is essential. More than just a...

The procurement function has become much more professionalized over the past decade. With the emergence of new professional purchasing practices and advanced technologies, the new generation of buyers and procurement agents are fearless. They are tech savvy, well prepared with negotiation tactics, and well-versed in the reverse engineering of value selling and value-based pricing proposals. Technologies have made their role super-efficient and focused on short-term cost savings and long-term business sustainability. Today, it is well understood that most the sales process has been replaced by...

At DecisionLink, we want to empower women to achieve more than what’s expected of us based on outdated stereotypes. In the second of our three-part webinar series about women in cybersecurity and technology, we talked to a new panel of female leaders. They shared what they’ve learned across decades in the industry, offering advice for both organizations and individuals at all levels and of all genders. We touched on personal responsibility for privacy and security, the development of a more inclusive workforce, and strategies for succeeding in an ever-changing world.

David Brock is the Author of “Sales Manager Survival Guide,” CEO of Partners in EXCELLENCE and is a ruthless pragmatist. View David’s original post and read more of his work on his blog, Partners in EXCELLENCE, here.

Outsourcing is a common method throughout business. It is something that helps companies complete the process of a sale. Companies will reach out to a third-party and delegate certain tasks. This allows sales teams to have flexibility when completing a sale. Businesses consider outsourcing for a number of reasons. Budget restraints, small teams, new markets, and task overload. Those are all things that companies have gone through while completing sales. 

For years organizations have tried to bridge marketing and sales functions. One working without the other is a no-go. I argue it is the same with sales and pricing. You cannot design and execute successful pricing programs without having the sales forcefully on board. Similarly, you cannot be successful at sales without clear pricing tactics governed by rules, guidelines, and transparent margin data. I posit that sales and pricing are joined at the hip. That relationship is even more critical when discussing the topics of value-based pricing and value-based selling. Let us consider the...