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Winning with Customers: How to Quantify and Improve Your Differential Value Proposition
Author: Jerry Alderman, CEO, and Brian Kiep, Vice President, Valkre Solutions
Presentation Handout | March 25, 2011
Amazing things happen when an organisation begins to think first about how it can make its customers better off. Leading B2B companies focus on making their customers more money than their competitors and getting their fair share, otherwise known as winning with customers. To do so, you need to be able to answer the all-important question: Do your customers make more money doing business with you? This workshop is a practical how-to session that will introduce you to an economically rigorous customer conversation that quantifies your differential value proposition from your customer's perspective and provides a win-win roadmap for growth. Learn how to: * Transform customer conversations from tactical to collaborative * Quantify how you make your customer more money than your competitors * Understand your customer?s perspective on how you can make the customer more money today and in the future * Improve planning and execution with various types of customers
Available to SAMA members only
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