Turning Customer Insights Into Value

So, you’ve developed your customer insights (e.g., customer goals and strategies, financial performance executive compensation, etc.) What now?

Your next step should be using these insights to connect your solutions to a customer’s business and financial value. Yet, a survey by FinListics shows that only 25% of sales organizations can make this connection.

In this episode, Dr. Stephen Timme and Ross VanDooser outline a process for going from customer insights to delivering value. You'll learn how to:

  • Develop use cases by persona and their initiatives

  • Create initial value hypotheses appealing to individual buying groups

  • Conduct a value assessment

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