Defining your Differentiating Value – Where do I start?
The first step moving from a features & benefits-based, go-to-market model to a Differentiating Value (DV) approach is defining your Differentiating Value. In B2B revenue models, the first question to ask is: How does my product / service improve the customer’s business? Forget the traditional quality, service and support pontifications. In B2B, quality, service and [...]
Carl Moe is the founder of CRO Success, an organization dedicated to developing and delivering the tools, processes and systems CRO’s need to succeed. Moe specializes in helping restructure revenue systems for sustainable growth and optimized performance.
