Moving Beyond Big Data

| Reed Holden | , , ,
The purpose of “big data” is to give managers a clearer vision of something so they can make decisions about products, pricing and distribution. In pricing, it is generally around how customers buy.  It uses statistical techniques to group cu…
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Drive Your Value Message with White Space

| Travis Umpleby | ,
You are sitting across the table from an important influencer within your customer’s buying center. You scheduled this meeting to outline how your new product helps the customer’s teams improve performance. You present one customer value prop afte…
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Results May Vary: How Your Value Assessment Might Surprise You

| holden | ,
How Well Does Your Sales Team Harvest Value? As the understanding and communication of value matures in a sales organization, the payoff to a company’s profit increases.  This truth is widely accepted, like that fire is hot or rain is wet.  If the…
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Your Customers Want You to Grow with Them…Just Listen!

| saadshahzad |
Every company that we have worked with wants to grow. They set growth targets and communicate it to their shareholders. Achieving these targets can mean make or break for the organization. At times, we see companies become overwhelmed with options…
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