Managing Customer Value
While businesses continue to focus more and more on digital marketing, research shows that for it to be truly successful, it needs to be integrated into a company’s entire marketing strategy. Companies need to understand how they can effectively target their audience and ensure their message resonates with them. Customer-focused marketing is one way of Read More …
There’s a traditional assumption that sales is all about telling. Inquiry as a framework for sales leadership starts by challenging that assumption. If you look at the best research on effective communication, listening is the most effective way to influence people. And yet most sales training programs have nothing to say about listening. Top-performing sales Read More …
When we think about things like loyalty, brand awareness, and creating happy customers, it makes sense why capturing customer value may seem more challenging than it should be. It is difficult to capture customer value, and it is important to understand that it is not static. It takes another level of business expertise, which is Read More …
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 …