Stay ahead with customer value thinking.

The impact of digitalization on the sales function feels like an earthquake. Just look at the number of available software solutions and apps available to enable the sales process. The overarching goals of all these solutions is to further commercial intelligence and boost sales outcome. So let us start with the definition of what commercial intelligence is. Wikipedia is my go-to source for that!

Adapting to ever-changing trends and habits is something that companies should be used to by now to successfully flourish in business. In the world of selling, things are constantly changing. Generation Z (loosely, born between 1996-2010, depending on the source) is the current “young adult” generation, and they are a key factor in encouraging companies to increase their marketing awareness, particularly with the use of social selling. They appreciate the use of social communication and selling through the use of social media. The main focus of Generation Z is getting feedback from their...

The Internet has made it easy for people to search for anything and find everything. The same concept applies to buyers when they start searching for companies who meet their criteria. Researching a company before buying from them is nothing new. What is new is the level of information being accessed by potential buyers. This is not beneficial for sellers because some buyers are influenced by what they research. If the buyer researches a company and finds something wrong then the buyer will move on to another company. Instead of having someone tell them about the company the buyer just takes...

At DecisionLink we’re all about value. When we’re not building enterprise-class software solutions for Customer Value Management (CVM) like ValueCloud®, we’re busy exploring what’s going on in the world of value and sales leadership. In ‘The Value Chronicles’, published every second week, we’ll be sharing some of the news and editorial that has caught our eye.

At DecisionLink we’re all about value. When we’re not building enterprise-class software solutions for Customer Value Management (CVM) like ValueCloud®, we’re busy exploring what’s going on in the world of value and sales leadership. In ‘The Value Chronicles’, published every second week, we’ll be sharing some of the news and editorial that has caught our eye.