Category Archives: Communicating Value

April 15th, 2013

Communicating Value to Protect & Grow Strategic Accounts – Part 2

strategic-accounts

In the first part of this article, we introduced the notion that value not communicated is value not perceived and three basic steps to ensure that the right people in your account understand your contribution:

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April 12th, 2013

Communicating Value to Protect and Grow Strategic Accounts, Part 1

Protecting and growing strategic accounts requires that you constantly look for ways to create value for your customer. However, creating value won’t mean much if it goes unrecognized. Yes, you need to help your customer achieve their desired outcomes, and you must do so in a way that creates a positive customer experience. But, you also need to invest the time and effort to ensure that the right people in your account understand your contribution. Don’t take this for granted, and don’t assume. Value not communicated is value not perceived.

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