Mindset vs. practices to capture value

In this episode, we discuss keeping your value top of mind for the client throughout the entire customer engagement process. Joining us once again for today’s conversation is Tim Caito. He covers:

• The basics that need to be in place so you can create and capture value after the initial deal.
• How to stay tethered to the account and multi-thread yourself during the customer success phase.
• How to approach conversations in implementation and ongoing use to make sure value is top of mind.
• The importance of a quarterly value review.

Here are some additional resources:

• Negotiation Mindset | Ascender Course
• Making QBRs Valuable | Podcast
• Anchors and Give-Gets | Podcast
• The Right Mindset for Sales Negotiations | Podcast
• Shifting the Negotiation Away From Price | Podcast
• Negotiating Value – Presenting Multiple Options | Podcast
• How to Use “Most Likely Alternatives” to Improve Sales Execution | Podcast

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