Holden Advisors

DECEMBER 6, 2021

Transaction level or sales data analysis is a gold standard that we conduct with almost every customer. In a recent pricing project with a technology hardware manufacturer, we carefully created a baseline product segmentation to better understand a discounting problem. This ensured that analysis was being applied at the correct level.

Negotiation 221

Negotiation Manufacturing Finance Profitability 221

Strategic Account Management Association

APRIL 5, 2021

For the CXO, they care about three categories of value: value to their customers, value to their firm and value to themselves. “So, So, Jacques, how do You define value?”. Both the CXO and salesperson will have their own definitions of value. Beware: This is not a one-size-fits-all exercise.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Mercuri International

MARCH 8, 2022

In a previous article , we discussed the factors driving up to 85% of business leaders to consider the customer-value approach as critical to success. In order to become customer-value oriented and value-creating in your sales you need to understand what customer value is and how to create it.

Suppliers 52

Suppliers Sales Artificial Intelligence Customer Value 52

Zendesk

FEBRUARY 23, 2022

Value chain analysis (VCA) is a tool used to increase the profit margin for a company by looking for improvements in specific activities along the production and sales lines. Ideally, by discovering opportunities for cost reduction and/or improved customer value, your company can decrease production costs and increase revenue.

Logistics 52

Logistics Procurement Profitability Supply Chain 52