DateTime Object ( [date] => 2020-04-01 23:50:50.639055 [timezone_type] => 3 [timezone] => UTC )
  • VC 006 Customer Experience: Jacqueline Jasionowski

    We talk about how customer value and customer experience are intertwined. I ask JJ to react to my customer experience classification system.

    DateTime Object ( [date] => 2020-04-01 23:50:52.890264 [timezone_type] => 3 [timezone] => UTC )
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    Kak Varley is a sales expert, and I wanted to get his take on selling value, especially in times of quarantine and physical distancing.

    Kak likes to use the term "the customer's why", borrowing from Simon Sinek, where I use the terms customer outcomes and value of those outcomes. While I'm not going to change the language I use with my clients, I love the elegance of "why".

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    Kerri Salls, best-selling author of Multiply Your Business Value in 3 Steps, specializes in helping clients grow the value of their businesses. She starts with internal value: people, process and values that operationalize best practices into a business. This results in increased external value: value to a buyer of the business.

    We also discussed what this means in the context of the current COVID-19 (at least when we recorded this episode), and how the lockdown exposes the truly important in our businesses...what may have been a back-burner initiative is now critical.

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    Darrell Amy, Author of the upcoming book, "Revenue Growth Engine" and I talk about putting customer value at the center of Sales and Marketing Alignment. Rather than settling inter-department disputes in favor of either sales or marketing, the "winner" should always be customer value focus.

    Darrell believes that value (and articulating it in the form of messaging and then dialogue) is the fuel of the sales and marketing engine. Your technology stack, processes, playbooks might be great engine components, but without value....they amount to a powerful engine without anything to power it.

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  • Darrell Amy, Author of the upcoming book, "Revenue Growth Engine"...
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    Times have made this episode's topic more important than ever.

    Lisa Levy has combined project management with change management...with continuous improvement disciplines to help her clients build a critical business capability: corporate agility. She calls it Adaptive Transformation, and is about to launch a book...to go with her successful consulting practice, LCubed Consulting.

    We talk about the general need for corporate agility, but go into applying it to quarantines, working virtually, and tease the most important thing you can do: understand your customer value -- then build your strategy and processes around that.

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  • Times have made this episode's topic more important than ever.Lisa...
  • Array ( [id] => 942c67e8-6700-11ea-a543-0fb4dafc944b [createdAt] => 2020-03-15T14:04:37.168-07:00 [updatedAt] => 2020-03-15T14:05:50.209-07:00 [title] => VC 009 Book Launch Interview with Kelly Cordes, WJON.com (Townsquare Media St Cloud, MN) [pubdate] => 2020-03-15T17:00:00.000-07:00 [author] => Mark Boundy [imageFile] => https://megaphone.imgix.net/podcasts/942c67e8-6700-11ea-a543-0fb4dafc944b/image/uploads_2F1584306234346-z1uquf9t52g-2fb36713e100a62592b1944ec9aed629_2FVC%2B009%2BBook%2BLaunch%2BInterview.jpg?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 9 [subtitle] => "It Matters" Show with Kelly Cordes, WJON.com. Townsquare Media. St. Cloud, MN [summary] =>

    I'm the guest on this episode, interviewed by Kelly Cordes in Minneapolis. We go through why I wrote the book, and a thumbnail of what's in it.

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  • I'm the guest on this episode, interviewed by Kelly Cordes...
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    Bill Higgs, former Ranger and founder of Mustang Engineering, talks two sides of the same coin: leadership and culture. We discuss his experience with culture, his seven step process for building a culture (from his book, Culture Code Champions), that customer value is the reason business exists, and the importance of using customer value as your "where" alongside your leadership/culture "how".

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  • Bill Higgs, former Ranger and founder of Mustang Engineering, talks...
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    Mark Stiving of Impact Pricing and the Impact Pricing podcast and I talk about value-based pricing. We agree on how important it is for sales, marketing, and product management organization to have a coordinated approach to building value in the customer's mind, so that a value-based price is possible

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  • Mark Stiving of Impact Pricing and the Impact Pricing podcast...
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    We talk about how customer value and customer experience are intertwined. I ask JJ to react to my customer experience classification system.

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  • We talk about how customer value and customer experience are...
  • Array ( [id] => 351f75c0-4eb3-11ea-b7a6-fb6fb468cbbb [createdAt] => 2020-02-13T14:50:18.543-08:00 [updatedAt] => 2020-02-13T15:00:42.447-08:00 [title] => VC 005 Stories, Culture, and Value: Michael Houlihan and Bonnie Harvey [pubdate] => 2020-02-16T16:00:00.000-08:00 [author] => Mark Boundy [imageFile] => https://megaphone.imgix.net/podcasts/351f75c0-4eb3-11ea-b7a6-fb6fb468cbbb/image/uploads_2F1581634715524-1nj8m1gw2y4-3b4a41b797a796953225ec9af993b588_2FVC%2B005%2BCulture%2BQuote%2Bart.jpg?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 5 [subtitle] => [summary] =>

    Stories are getting big in the sales world...but why, and how can you get those benefits? And what else can you use stories for. Bonnie Harvey and Michael Houlihan built Barefoot wines into the world's largest wine brand, by building a culture focusing everyone at Barefoot on value; on the customer. They have started a venture focusing on using the best in storytelling to help companies build the right culture.

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  • Stories are getting big in the sales world...but why, and...
  • Array ( [id] => 11ee4268-4b69-11ea-9101-1beeccc331d3 [createdAt] => 2020-02-09T10:22:03.255-08:00 [updatedAt] => 2020-02-09T10:23:16.452-08:00 [title] => VC 004 Saving Siloed Customers from Themselves [pubdate] => 2020-02-09T16:00:00.000-08:00 [author] => Mark Boundy [imageFile] => https://megaphone.imgix.net/podcasts/11ee4268-4b69-11ea-9101-1beeccc331d3/image/uploads_2F1581272496167-nw6yx8augvs-06856f38b8fe7e3c27d56358befad8aa_2FVC%2B004%2Bsilo%2BQuote%2Bart.jpg?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => [episodeNumber] => [subtitle] => [summary] =>

    Companies have formed silos to help them perform their operations more efficiently and effectively, but that siloed structure often fails organizations trying to execute major buying decisions. Sales organizations need to be effective guides, saving their prospects from their own dysfunctions.

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  • Companies have formed silos to help them perform their operations...
  • Array ( [id] => c5be77cc-4466-11ea-8f13-835e63a9c8ba [createdAt] => 2020-01-31T12:17:58.300-08:00 [updatedAt] => 2020-01-31T12:23:04.798-08:00 [title] => VC 003 Value Propositions, Value Messaging, and Value Networks [pubdate] => 2020-02-02T16:00:00.000-08:00 [author] => Mark Boundy [imageFile] => https://megaphone.imgix.net/podcasts/c5be77cc-4466-11ea-8f13-835e63a9c8ba/image/uploads_2F1580502170433-10xvl3e3d6an-8ce8ab04e9a4891bb06438e38f606ee4_2FVC003%2Bpodcast%2Bquote.jpg?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => [episodeNumber] => [subtitle] => [summary] =>

    Value propositions are a monolithic statement in a world that requires personalization.

    Value messaging is telling, not selling.

    Value networks help companies build a suite of value hypotheses tuned to individual buying personas

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  • Value propositions are a monolithic statement in a world that...
  • Array ( [id] => a1acd968-38be-11ea-9132-cf0e3eecda85 [createdAt] => 2020-01-16T16:16:39.549-08:00 [updatedAt] => 2020-01-17T01:54:00.453-08:00 [title] => VC 002: Five Myths About Price And Discounting [pubdate] => 2020-01-26T16:00:00.000-08:00 [author] => Mark Boundy [imageFile] => https://megaphone.imgix.net/podcasts/a1acd968-38be-11ea-9132-cf0e3eecda85/image/uploads_2F1579220129148-0bqea1c1kl3-26cd3c0875fef67f1cb3ebe7cf99a407_2FVC%2B002%2BQuote%2BArt.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 2 [subtitle] => [summary] =>

    Myth 1: Price should be calcuated from your costs

    Myth 2: Dropping price will increase demand

    Myth 3: Price is just another feature

    Myth 4: You can "Make it Up On Volume"

    Myth 5: There's Such a Thing as Limited-time Discount

    Bonus Myth 6: When a Customer Says "Your Price is Too High", believe it.

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  • Myth 1: Price should be calcuated from your costsMyth 2:...
  • Array ( [id] => 25198dc0-3769-11ea-a7cc-83ad8e11a4cc [createdAt] => 2020-01-14T23:32:12.163-08:00 [updatedAt] => 2020-01-15T06:44:17.116-08:00 [title] => VC 001: Introductory Episode. Defining Value. [pubdate] => 2020-01-19T16:00:00.000-08:00 [author] => Mark Boundy [imageFile] => https://megaphone.imgix.net/podcasts/25198dc0-3769-11ea-a7cc-83ad8e11a4cc/image/uploads_2F1579099422155-c8ktbpupe9-3fbcebca68592ba30a361b442d5df61d_2FPodcast%2B1%2Bquote.png?ixlib=rails-2.1.2 [explicit] => [episodeType] => full [seasonNumber] => 1 [episodeNumber] => 1 [subtitle] => [summary] =>

    Our First Episode! What the ValuClarity Podcast is all about, and why we're here. First order of business: define value...the same as customer-perceived value, because value doesn't come in any other flavors.

    Special thanks to Craig Theorin for the theme music: The Know Value Blues.

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  • Our First Episode! What the ValuClarity Podcast is all about,...
ValuClarity

ValuClarity

Customer-perceived value drives all commercial activity, from deciding to click a link, to accepting a requested sales appointment, all the way to the final buying... Read More
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