Perceptions vs Reality: Understanding and Communicating Customer Value to Boost Revenue скачать в хорошем качестве

Perceptions vs Reality: Understanding and Communicating Customer Value to Boost Revenue

When making a final call on a purchasing decision, B2B buyers ultimately make a decision on whether the solution’s perceived value justifies the investment. This perception, influenced by a range of factors within and beyond the seller’s control, is often misaligned with the solution’s actual value. B2B companies that are able to identify and close this gap have an improved understanding of what motivates end users and purchasers, leading to better product management and commercial decisions. These organizations are also able to clearly communicate their value in ways that customers and prospects intuitively understand, boosting marketing and sales performance. In this webinar, Mark Stiving, Ph.D., explores B2B decision-making through the eyes of the customer. During the session, he breaks down the differences between perceived and actual value, explores ways buyers weigh your inherent value alongside value relative to competing alternatives, and offers actionable advice for commercial teams seeking to build value into their solutions and sharpen their value message.