Managing Customer Value
As businesses increasingly adopt a customer-centric focus, they realize that simply understanding what customers want isn’t always enough. To create precious customer experiences, companies need to go deeper and understand what makes customers tick. What motivates them? What are their aspirations? What are their fears and concerns? Only by understanding the underlying psychological factors that Read More …
Value-based pricing is a pricing strategy that involves setting prices based on the perceived value of a product or service to customers. Implementing value-based pricing requires focus and research on what matters to customers and what they are willing to pay for. It is important to consider how customers perceive value and to align prices Read More …
Designing Sales Inquiries is about creating opportunities for salespeople to work with customers through content in practical ways initiated and sustained by questions, structured through tasks, and enabled with resources. The beginning of the Sales Inquiry starts with finding a content angle as represented in our existing capabilities is a vital first step. We rely Read More …
Understanding Respect for People/Customers Most of us will agree when it comes down to the actual purchase decision, it is seldom the best functioning item that gets purchased. Rather, it is a combination of other factors including the other two legs of value; social and emotional. For example, it is why we choose a known Read More …