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 VanDooseroutline 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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