The Business Value Hierarchy
A strategic approach to cure underperformance and leapfrog your competition
If your company is struggling to discover and improve its value to customers and prospects, you are not alone. There is a great deal of noise in the digital marketplace and it is sometimes hard to be heard above the clamor. Truly understanding your company’s place in the customer’s widening array of expectations is very difficult but also very necessary.
Your first step is to uncover the current value of your offerings to your customers and prospects (the existing state). Truth here is an absolute must – rose-colored glasses will not serve you.
You need to protect and enhance your marketplace value by either being a top player (perhaps “the” top player) in your value category or better yet, launching yourself into a higher-value and more profitable category.
- Where are you on the Value Hierarchy Scale?
- What four value measurements do you need to capture and track?
- What is the value gap and how do you close it?
- What are your options for moving along the scale?
- … and much more.
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Why Review Your Value Hierarchy?
It is time to analyze your position in the Value Hierarchy when you have:
- Customer pressure to discount pricing
- Lower sales-close rates
- Higher lead costs
- Eroding market share
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