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Listen "141: Value as a Service: Successful Value Enablement to Improve Customer Engagements and Accelerate Sales Growth w/ Jeff Collins (Coupa)"
Episode Synopsis
What does the journey to leading your own value practice look like, and what does implementing value enablement across the entire customer lifecycle entail?
In this interview, we explore both the personal journey and customer value lifecycle with Jeff Collins, Senior VP of Value Engineering for business spend management firm Coupa. Jeff provided several key value innovations he and his team have put into solid practice, especially: engaging with proforma value hypotheses early in the customer engagement process, leveraging benchmarks and peer comparisons, the value of success stories and proof points and the best way to implement Realize value / ROI for customer success.
https://www.linkedin.com/in/jefferycollinsphd/
#valueenablement #valueselling #valuemanagement #RealizedROI
In this interview, we explore both the personal journey and customer value lifecycle with Jeff Collins, Senior VP of Value Engineering for business spend management firm Coupa. Jeff provided several key value innovations he and his team have put into solid practice, especially: engaging with proforma value hypotheses early in the customer engagement process, leveraging benchmarks and peer comparisons, the value of success stories and proof points and the best way to implement Realize value / ROI for customer success.
https://www.linkedin.com/in/jefferycollinsphd/
#valueenablement #valueselling #valuemanagement #RealizedROI
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