Episode Details

When establishing a new value program, do you start with pre-sales, post-sales or both?

When you want to be sure your value program has been validated with actual customer priorities, outcomes and proof-points, you need to include post-sale analysis and realized ROI into your value program. In this conversation with value leader Marchelle Varamini we discuss exactly how to use both a pre and post sales approach to value in concert, to best effect.