Stay ahead with customer value thinking.

Why customer value management is the most advanced go-to-market approach to enable value conversations across the customer lifecycle

Accelerate your sales cycle at every stage with these key insights

Whether you’re a customer or a seller, no one wants to spend more time than necessary negotiating a sale. The good news is if you understand how to frame the benefits to the customer, selling doesn’t need to be a lengthy process. 

Karen Heatwole, in her first year of being a DecisionLink customer, has already blown the metrics out of the water, including ROI. As a Vice President Value Advisor, her involvement in the market of value selling and what she's accomplished at iCIMs is impressive, and influential.

Liz Jurewicz, a Revenue Enablement Senior Manager at SpyCloud, has been influential in bringing value selling to the forefront of SpyCloud's revenue organization. She partners directly with the CRO, marketing, and customer success leaders to ensure that value is introduced and consistently communicated throughout the customer journey to ultimately drive better business outcomes for their customer base.

Paula Lina, Director of Value Engineering at Planview, took over this role in 2021 and on day one, she brought with her her previous knowledge, along with the willingness to learn. Paula has been a Rockstar at continuing to bring the value engineering program to a new level. She has done this through educational videos, and her willingness to meet with others to help them grow. Not only is Paula an undisputed Value Champion, she is also a thoughtful teammate and is always thinking about how to make Planview's value selling platform better. Currently, she is working to build out the platform...

When customers buy your product, they’re doing so because they believe it will add value to their business. How well that value is both communicated and delivered will determine how long your relationship continues—and this applies far beyond the initial prospecting stage and deal closure.