In the pursuit of long-term success, organizations continually seek ways to elevate their business, steering it towards sustained growth. A key strategy to achieve this is by embracing customer-centricity and unlocking the potent force of customer-perceived value. Placing the customer at the epicenter of your organization can be a transformative journey. Propelled you toward closing ...
Hundreds of the world’s most successful B2B sales performance consultants for almost a decade agree: Salespeople fail to understand customer outcomes. That means they can’t possibly understand customer value. It gets worse: After consuming scores of research studies on consumer choice, buyer psychology, and consumer behavior, one thing becomes clear. Outcomes and value are what ...
Happy New Year; now let’s get to work…working on the right things. Good Key Performance Indicators (KPIs) are useful management metrics, but great KPIs drive elite behaviors. In Radical Value, I observe that every company exists only to deliver more value to customers than it costs to produce. So, do your KPIs reflect value’s importance? I find that few do. Customer satisfaction ...
In the Dec. 7, 2020 episode of my podcast, Rob Hartnett gave a piece of advice that I loved so much that it’s this article’s title. This advice is gold, for a bunch of reasons. Imagine you’re an incumbent supplier with a prospect who trusts you to help them consider a new initiative from the ...
Every business in the world has been bombarded with changes. Most headlines emphasize the bad ones, and I don’t want to minimize them. However, there are some significant opportunities among the wreckage. It’s time to think about whether and how you can capitalize. New Normals….Plural…and one Over-arching Change. We aren’t in for a single “new ...
The last of a 4 part series. If you aren’t enabling a culture of continuously improving value focus, you’re falling behind some competitors. In part one of this series, I introduced the idea that customer-perceived value is the kernel within “customer focus” that actually moves customer decisions, and you need to focus sharply on value. ...
Your Value Focus Journey Part 3 of a 4 part series. The ability to sell the value of your offer–then price it–is what pays for all of the value your company works so hard to produce. Customer value is the kernel within “customer-focused” that moves customer decisions, and you need to focus sharply on value. ...
Part 2 of a 4 part series. In my last article, I declared that “customer focus” is too vague to measure and implement, but that “customer value focus” was the essence inside customer focus that you were unknowingly seeking. Then I introduced three domains in which any journey toward value focus should operate. In this ...
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