For B2B companies, the pressure to discount price can skyrocket during times of economic crisis. This pressure comes from all sides: customers seeking price relief, management pushing to ...
For our April Webinar, Ole Iacob Prebensen shared his experience implementing a culture oriented on customer value at Elkem Silicon Materials, and the ways each initiative generated bottom-line ...
In mid-March, Nick Mehta, CEO of Gainsight, was ahead of the curve in 5 Reasons Why Customer Success is Existential during a Downturn. Although his blog was directed toward SaaS businesses, his ...
For all of its isolation and distancing, April 2020 will go down in history as a month of global unity. Across almost every town, region and country, virtually all humans have been living one ...
For our March Webinar, Stephan Liozu shared secrets to the soft skills required to develop great Economic Value Estimation® Models. To conclude the webinar, he answered some questions from the ...
Coach to a Business Case to Buy. Good value coaches help their colleagues quantify the differentiated value of our offerings. That value provides a foundation for better pricing. Establishing ...
In one long month, our lives have changed profoundly. A month ago, the Western world was quaking from free-falling markets and waking up to social distancing, still naïve to the human and ...
Coaching for Useful Value Propositions. Good value coaches facilitate deeper buyer understanding within their organizations. Potential customers have pre-existing opinions. They have ...
For our March Webinar, Stephan Liozu shared secrets to the soft skills required to develop great Economic Value Estimation® Models. To conclude the webinar, he answered some questions from the ...
Coaching to Good Value Content. Understanding our customers takes creativity and experience. As value coaches, we facilitate our team’s deeper customer understanding not by handing them ...
