This is the second episode where I talk about value - moving from the term value to focus on what's really important to customers and the impact we can have, results and outcomes.
In the second episode in this 'mini' series I talk about how you can begin to identify what is important - or valuable to your customers.
By providing a framework to understand what is really important to our customers we can begin to focus in on the key issues impacting their business and how we can help them improve.
The upcoming episodes will put more detail into this area so we can really get to grips with what is important to our customers and how we can ensure we deliver the outcomes and results they will value - which means we will then have a much better chance of winning deals, more often at higher prices.