We help companies accelerate sales by leading on Customer Value.Our customers have excellent products and are achieving success. But they are aiming for much more and it is a competitive, crazy world. We give sales, marketing and customer success teams the tools and capability to quantify and track value – in collaboration with customers and in their terms. Superior customer value becomes their competitive advantage.Some common needs we see - Convert more deals and minimise discounting to win; Expand leads beyond those only with urgent needs; ‘Mine’ expansion opportunities fully and reduce churn; Connect R&D to what customers truly value.What is going on? - Sellers discussing features, qualitative benefits and price, but not quantified business impacts, nor in customer terms; Sellers focus on operational decision makers, not involving financial and business leaders who are increasingly involved; Marketing struggle to widen the lead pool as they aren’t armed with provocative value case studies and tools; Customer Success don’t have good ways to track the value expected by customers, respond if there are problems, and expand the relationship into loyal fans.Buyers are left to translate their needs, choose the best option from competitors, create a business case, co-ordinate a buying team and track results. That’s a tall order.Which means customers often - Do nothing (put decisions off); Buy what they’ve always done; Buy the lowest price; Try, but make poor decisions.There’s a better way - Change the conversation with customers to one about value at all stages of customer engagement; Value should be quantified where possible, and represents how their business is positively impacted by using the seller’s product(s); Customer Value should permeate all customer facing activity.The result…accelerating sales - Expanded pipelines; Improved sales conversion; Increased deal size, smaller discounts; Improved customer lifetime value.