This strategy, known as customer value management, essentially puts the onus on the seller to explain the business case for their product: What is the value it can deliver to the buyer?

This is why good customer ... additional value. Shifting this data from anecdotal feedback to scientific data means everything to sales, marketing and, of course, business management.

As I grew older, I became aware of the similarities between these early lessons and how they apply in the business world ... to monetary gain. Customer value management is one way to enhance ...

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the true value of experience management lies in its ability to drive customer value creation, enhance customer acquisition and contribute to overall business growth. The most successful companies ...

Narus and Wouter Van Rossum “Customer value proposition” has become one of the most widely used terms in business markets in recent years. Yet our management-practice research reveals that ...

Most managers today agree with the notion that they should focus on growing the lifetime value of their customer relationships ... a mature business would be hard-pressed to increase profits ...

From the first, "Welcome to our store," to addressing unforeseen problems, making the customer's priorities as your focus goes a long way in creating value. Sure, no business owner wants to have ...

Lifetime customer value (LTV) is a metric that has become significant in the early 21st century with the rapid evolution of customer relationship management ... rule of business, states that ...

Gupta, Sunil, and Donald R. Lehmann. "Models of Customer Value." In Handbook of Marketing Decision Models, edited by Berend Wierenga. International Series in Operations Research & Management Science.