Managing Customer Value
As we all know, organizational change is hard. In addition to managing the practical aspects of any transformation—budget, headcount, timeline—there is the challenge of getting everyone on board. To successfully socialize an initiative and create buy-in, leaders need to tell a story that engages employees and helps them understand how the initiative will improve their Read More …
How Most Companies Fall Short Of Understanding What Buyers Value: Most companies understand the importance of understanding what their buyers want and need. However, many companies fall short of actually understanding what their buyers value. The problem is that traditional research methods often don’t provide the insight needed to understand buyer behavior. The Problem With Traditional Read More …
What is customer value analysis? In business, it is essential to understand what your customers want and need from your product or service. This is where customer value analysis comes in. Customer value analysis identifies and assesses the relative worth that customers assign to a product or service. In other words, it helps businesses understand Read More …
Socratic questioning is a technique used to stimulate critical thinking and purposefully incite opposing viewpoints to spark debate, new ideas, and research. Socratic questioning is a curious style of dialogue that encourages critical thinking and an exchange of ideas. Research has shown that using Socratic induction can lead to more nuanced insights about a topic Read More …
As marketing organizations move upstream to align with their company’s business strategy, they find that new processes and tools are needed to support their efforts. Most companies operate in Acquisition-Mode, where the primary goal is to acquire new customers. In this mode, marketing and sales teams work in silos, with little collaboration. The process is Read More …
The customer value proposition is a key element of a company’s marketing strategy. It is why customers choose to do business with a particular company, and it can be the deciding factor in purchasing. There are different perspectives on what constitutes a customer value proposition, and in this post, we will explore some of these Read More …