Few things bring companies together like earnings—they’re the gravity that keeps organization’s orbiting customers. Checking proposed initiatives for their future impact on earnings growth enables teams to focus investments on the customers and products that matter most for their sustained success.
Increase the value of relationships
There’s an additional set of hand-holds you can use to help any business prioritize. Take an outside-in look at how connecting better with customers creates earnings. This helps ground your efforts in fundamental business goals and measure progress in a currency the full company recognizes as essential. The quality and depth of engagement you have with your customers is a better predictor of future business success than pipeline value or booked sales.
Organizations increase the value of their customer relationships in one of five predictable ways, which we’ll call Wieneke’s Customer Value Buckets:
Continue to the full article, read how relationship value bucketing can help teams align around putting customer value at the center of their thinking.