1) Define what the customer values in their own words. The customer’s values are what they hold important in their life. This can be different for everyone, but understanding their value will help you better understand the customer and what they are looking for. Take the time to ask them about their values and what 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 …
An inquiry-based approach to selling is achieved when salespeople discover through Inquiry. Professional sales and business development strategies focus on communication incorrectly translating into ‘selling.’ Fortunately, there is a more effective selling method: Inquiry, Curiosity, and Agency. Salespeople discover how to create spaces that excite curiosity and encourage critical thinking in customers by leading with Read More …
Action Learning is premised on the belief that learning is not simply a matter of acquiring new skills or knowledge through reading or listening to lectures. Instead, it is about doing something differently, applying and using new skills or knowledge, or thinking differently. In other words, it is an active, experiential process. Learning is only Read More …
Marketing is the process of creating a customer strategy that creates value for your company. That value can be in the form of increasing brand awareness, acquiring new customers or boosting revenue. To appreciate modern marketing, we need to understand what it’s not. Marketing is unlikely to bring people in because you have a lot 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 …