The things your customer values change quickly
Posted: Mon Jan 27, 2025 8:58 am
And if learning were a tree planted in March of 2020, it would have grown into a giant redwood by now!
We’ve seen the splintering of society with the pandemic, politics, issues of social injustice, the great resignation, mass layoffs, as well as inflation and recession.
Customer budgets continue to shift and evaporate. Key stakeholders have changed roles and even companies. And massive shifts occurred in how people and organizations evaluate their investments as they adjust to the changing landscape.
Unfortunately, the state of uncertainty shows no signs of letting up. Here are six big lesson from selling in a post-pandemic wor
Value and ROI (return on investment) are two critical turkey telegram data concepts that Salespeople confuse all too often. ROI is an objective statistic. Value is a subjective feeling that can vary wildly in different selling situations. And these feelings are the TRUE driver of buying behavior.
One minute a CFO is looking to invest in a solution to help her company grow. The next minute she’s focused on solutions to simply help it survive. In January of 2020, a hospital buying masks and other PPE may value price and quality. Four months later, when PPE is scarce and badly needed, their values shift to speed and availability.
Over the pandemic, the best sellers have continuously asked themselves, “How have the things my customer values changed?” and then adapted their pitch and message accordingly.
Related video: What your customers value has changed! Has your pitch?
We’ve seen the splintering of society with the pandemic, politics, issues of social injustice, the great resignation, mass layoffs, as well as inflation and recession.
Customer budgets continue to shift and evaporate. Key stakeholders have changed roles and even companies. And massive shifts occurred in how people and organizations evaluate their investments as they adjust to the changing landscape.
Unfortunately, the state of uncertainty shows no signs of letting up. Here are six big lesson from selling in a post-pandemic wor
Value and ROI (return on investment) are two critical turkey telegram data concepts that Salespeople confuse all too often. ROI is an objective statistic. Value is a subjective feeling that can vary wildly in different selling situations. And these feelings are the TRUE driver of buying behavior.
One minute a CFO is looking to invest in a solution to help her company grow. The next minute she’s focused on solutions to simply help it survive. In January of 2020, a hospital buying masks and other PPE may value price and quality. Four months later, when PPE is scarce and badly needed, their values shift to speed and availability.
Over the pandemic, the best sellers have continuously asked themselves, “How have the things my customer values changed?” and then adapted their pitch and message accordingly.
Related video: What your customers value has changed! Has your pitch?