Stay ahead with customer value thinking.

Today’s buyers are savvier than ever. To address their evolving sophistication and expectations, successful CROs are leaning into technology that aligns sales and buyer objectives to build long-term relationships. Customer Value Management (CVM) is the key to driving greater customer lifetime value. With an end-to-end CVM platform, your team has the power to unify value measurements, elevate sales conversations to what matters to decision-makers, and drive customer success by presenting value at every stage of the engagement.

For today’s marketers, the top two pillars of copywriting are to know your audience and focus on benefits. This philosophy also applies to sales. In general, customers are more responsive to sales pitches when they understand how your product or service will meet their needs. Your customers need to understand what you offer and why you’re better than your competitors. 

Part of your overall business success is getting your products or services in the hands of the right target market. To achieve this task, you need to effectively communicate the value that awaits potential prospects if they choose to do business with you. Your value speaks to prospects’ pain points and sheds insight into what differentiates your company from your competitors. 

HOW DEMONSTRATING THE IMPACT OF A 1% IMPROVEMENT CAN HELP CLOSE THE DEAL

With the recent changes in the economy, companies are consistently trying to find ways to stay on top. There are companies offering the same services for a lower price and that presents open room for competition. How are you going to compete with a company that offers the same service for a lower price? Figuring out how to differentiate your approach can be challenging but at the end of the day, it will be rewarding. When you’re competing with your competitors, think about the ways you can stand out. Don’t get sucked into trying to just compete with companies just because they’re performing...

In 2020 and 2021, we gathered panels of top CROs and organizational leaders to discuss the current SaaS landscape and make industry-informed predictions about what is to come. One thing has been consistent—the sales landscape is always evolving and changing to optimize the customer and business experience. Our panel of influential leaders and visionaries are providing insights on value selling and customer lifetime value for the coming years. In comparing what we heard in 2020 and 2021, there are some strong consistencies, but an evolution is clearly in the works.