Podcast Description
Where does the term “Value is in the Eye of the Beholder” come from, and why is it so important?
In this Value Coffee Talk we discuss this topic with value consulting expert Marian Desimone, learning about how to best create value-based personas and leverage this to create deeper, more effective engagements and business case proposals.
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The conversation explores the importance of identifying stakeholders and engaging with customers and target personas. They also highlight the power of understanding customer needs and the challenges that sellers face in engaging with customers effectively. The episode concludes with advice for the Enterprise Value Collective.
Takeaways
- Value is subjective and depends on the individual’s needs and perspective.
- Identifying stakeholders is crucial in value engagement, as there are often multiple decision-makers and influencers involved.
- Engaging with customers and understanding their target personas builds trust and helps tailor value messaging.
- Effective value engagement requires active listening, asking the right questions, and practicing the art of discovery.
Chapters
00:00. Introduction
00:29. Guest Introduction
01:50. Value is in the Eye of the Beholder
04:35. The Importance of Identifying Stakeholders
06:23. Engaging with Customers and Target Personas
07:52. The Power of Understanding Customer Needs
09:30. Challenges in Engaging with Customers
12:34. The Results of Effective Value Engagement
16:20. The Value of Practicing Value Engagement
19:14. Advice for the Enterprise Value Collective
20:30. Conclusion
