Value Acceleration – A Customer Lifecycle Approach with Tom Pisello
from Enabling Effective Sales & Customer Experiences Hosted by Craig Nelson
Podcast Summary Why value is so critical in more challenging times like today | The rise of the CFno formal decision committee | More focus on customer value throughout the customer journey | Today’s move to service models to inspire buyers from first contact | What is the value at each stage of buyer journey starting with value driven discovery | Customer Everboarding Experience | Consumer BtoC try before you buy has made its way into BtoB | Limited land deal to prove value and understand vendor experience | Expand deal is typically the profitable business, before that deal is a loss | Need for realized value, identify KPIs and gaps, then use other customer value example | Value Realization and Expansion | As part of using a product, capture NPS and experience along the way |
Embed this episode
No transcript yet.