Insights into Improving Renewal Rates & Sales Productivity
Three Executive Briefings
On average our clients increase their deal size
by 112% and their sales margin by 13%.
Just another outrageous claim? Well, before you dismiss
this one, these are not our figures – they're our clients'.
You see, our clients all had one thing in common – they
struggled to articulate their customer value or didn't
believe in customer value or believed that they were fully
exploiting their customer value.
In fact, most companies are failing to exploit
between 50% - 70% of their potential customer value – and
this is largely because the techniques required are, for
many, counter-intuitive.
It's why we have created three short Executive Briefings
that naturally tailor themselves to your company and
its specific situation.
Our aim is to help you bring into sharper focus the power
that is inherent in your customer value and explore with you
some of the ways in which that power can be harnessed to
deliver improving renewal rates, higher sales productivity
and enhanced profitable growth.
Briefing 1 – Why 'customer value' should matter to you... £250
Briefing 2 – Using your hidden customer value to win more... £500
Briefing 3 – Working with 'Value' - the critical success factors... £500
Your outcomes
You will:
- Understand the effect of 'value' on creating real
differentiation, long term strategic customer
relationships and the challenge of the sales
skill shortage
- Have modelled, for yourself, the likely financial
impact, either positive or negative, for your
company of properly exploiting your customer
value.
- Have greater insight into the nature of your
hidden customer value and its likely impact
on your ability to win.
- Understand what both 'good' and 'bad'
implementations of a customer value approach
look like.
- Have a greater appreciation of the practical
issues to be addressed if success is to be
assured from implementing a value approach to
sales and customer relationships.
Briefing Overview
Duration: 2 hrs per briefing
Location: of your choosing (travel charge if non mainland UK)
Intended For: CEO's, Sales & Marketing Executives & Business Development Executives
Your downside risk of proceeding with Briefing 1 is £250
and two hours of your time. Your upside potential benefit
is a pathway to a deal size increase of 112% and an increase
in sales margin of 13%.
From this distance, this is as close as I can come to
minimising your risk of taking action.
Download the Briefing details, email me a time to
call and let's chat - or give me a call
on +44 (0)1608 677134.
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no registration required
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I hope to be speaking with you soon – if only to provide
you with a fresh perspective on some old problems.
Very best wishes,
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no registration required |
The results our customers achieved over the
first 18 months of Value based operations
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Average * |
| Increase in the average size of a sale |
112% |
| Reduction in sales cycle time |
24% |
| Reduction in time from proposal to contract |
57% |
| Increase in sales margin |
13% |
*Excluding smallest and largest increase
"We created the mother of all spreadsheets and
then called the customer an idiot for not understanding the value
we were delivering. Needless to say, we didn’t win the recompete."
Head of Business Development – Aerospace sector
“The clarity of the Lucidus Value Simulator was awesome! It is
key to explaining and getting comfortable with the numbers. You cannot rely on
'trust me'. We need the simulator to illustrate the depth and granularity behind
the numbers... .and its ability to track value outcomes is just incredible."
Melinda Rogers - Vice President, Venture Investments,
Rogers Communications Inc.
“The value simulator combined with the structured value
presentation review was, to me, very enlightening. I know I felt we were really
onto something. I think this is very powerful. The team is no longer thinking
feature/function - but value / enterprise. In summary, the Lucidus approach is
great! But like any approach, we need to develop the use of it around new,
improved processes that I think will be very powerful.”
Marcus Klein VP Global Marketing Director - MSI
no registration required |
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