From the course: Selling into Industries: Technology Companies
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Codifying value
From the course: Selling into Industries: Technology Companies
Codifying value
- Codifying value is a powerful way to accelerate your sales process and make sure your deal will stick when it comes time for the client to sign. To codify value, you'll need to meet one of the core focuses in your industry. And these differ a little bit industry to industry. In technology, you have three major value drivers. The first way to codify this value is to emphasize market positioning. And in the world of technology, this is ever changing. One app update can drastically alter your market position. Just look at Snapchat. Kylie Jenner tweeted that she hated the new interface and their stock plummeted. How a company is positioned amongst their competitors is what drives consumer perception and buying behavior. This is the primary concern of the Chief Marketing Officer and the whole marketing team. Next, client retention. It's always cheaper to keep a customer than go find a new one. A high client retention rate can contribute to a strong brand perception, improve cash flow…
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