The Customer Value Module

Understand – What is it and is it right for us?

You don’t mess with your sales process without a very good reason and without understanding what you’re going to change, why you’re going to change it and what you expect to get back for the risk and cost of the change.

So step 1 enables you to understand the issues, the challenges and the rewards. We have created a set of Executive Briefings that aim to help you bring into sharper focus the power that is inherent in your customer value but also explores the right way and the wrong way to implement the customer value enhancement.

The executive briefings will place you in a position properly to judge whether Value Based Selling is right for your organisation and, if it is, how safely to enhance your existing sales process.

Insights into Improving Renewal Rates & Sales Productivity

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.

Briefing 2 – Using your hidden customer value to win more.

Briefing 3 – Working with 'Value' - the critical success factors.

Your outcomes

You will:

1. Understand the effect of 'value' on creating real differentiation, long term strategic customer relationships and the challenge of the sales skill shortage
2. Have modelled, for yourself, the likely financial impact, either positive or negative, for your company of properly exploiting your customer value.
3. Have greater insight into the nature of your hidden customer value and its likely impact on your ability to win.
4. Understand what both 'good' and 'bad' implementations of a customer value approach look like.
5. 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.

To find out more...

You can find out more by contacting Robert White [CEO of Lucidus] by telephone on +44 (0)1608 678134 or via the Contact web page.