Luminas Strategy

AUGUST 6, 2023

Because of today’s unpredictable economy and rapidly changing business landscape, B2B companies are facing headwinds, challenged to identify strategies that will result in sustainable organic growth. By knowing your customer needs, you can stay ahead of the curve, proactively pivot your strategies and seize new growth opportunities.

Organization 52

Organization B2B Value Proposition Prioritization 52

Account Manager Tips

AUGUST 31, 2022

Even when they do deliver something innovative, it's not for long. When clients say "price" they really mean value How to differentiate through value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. Which is a shame.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

Account Manager Tips

SEPTEMBER 7, 2022

Even when they do deliver something innovative, it's not for long. A single value proposition can’t appeal to all your clients. A differentiated value proposition is the first step of transforming ideas into results. Instead, adapt your value proposition to each client to become truly unique to them.

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

Account Manager Tips

JULY 6, 2022

And what if we take it one step further and ask what it means to "co-create value" with our customers? I stumbled across a research paper on co-creating value in B2B systems and thought it'd make a good topic to chat with you about. Value comes in many forms – price, convenience, reliability, quality, service, and so on.

Co-Creation 130

Co-Creation Value Proposition Account Planning Suppliers 130

SalesGlobe

MAY 4, 2022

Some accounts and prospects represent greater sales opportunity, and once onboarded, are more likely to stick around as valuable customers. How do B2B sales organizations identify those diamonds in the rough that are more likely to purchase products and services? location, account size), customer account intent (e.g.,

Value Proposition 52

Value Proposition Profitability Innovation Onboarding 52

SalesGlobe

MARCH 7, 2022

The feedback not only drives product/service improvements but provides a valuable perspective into the customer’s decision-making process, the company’s reputation, and the lifetime customer value. In the B2B arena, customer segmentation may look at industry, location, size, structure, or performance/potential.

Government 52

Government Value Proposition Sales Innovation 52

SalesGlobe

FEBRUARY 11, 2021

In my book, Essential Account Planning, we spend some valuable time thinking big and looking at how companies change the way their customers in their largest accounts think about them. How does your team think your customer perceives your value proposition? Start with your own perspective and understanding.

Account Planning 52

Account Planning Supply Chain Value Proposition Account Management 52