ValuClarity - podcast cover

ValuClarity

Mark Boundy
Business
Entrepreneurship
Marketing
Customer-perceived value drives all commercial activity, from deciding to click a link, to accepting a requested sales appointment, all the way to the final buying decision. We discuss uncovering value, developing value in a customer’s mind, selling value, and pricing to that value. Value Focus is a whole-company effort: Connect everyone in your organization to their role in creating and delivering customer value — in order to elevate your company’s performance...and your people’s careers.
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Episodes

VC 010 Lisa Levy and Adaptive Transformation

Times have made this episode's topic more important than ever. Lisa Levy has combined project management with change management...with continuous improvement disciplines to help her clients build a critical business capability: corporate agility. She calls it Adaptive Transformation, and is about to launch a book...to go with her successful consulting practice, LCubed Consulting. We talk about the general need for corporate agility, but go into applying it to quarantines, working virtually, and ...

Mar 23, 2020•25 min•Season 1Ep. 10

VC 1-008 Bill Higgs: Talking Culture and Value Culture.

Bill Higgs, former Ranger and founder of Mustang Engineering, talks two sides of the same coin: leadership and culture. We discuss his experience with culture, his seven step process for building a culture (from his book, Culture Code Champions), that customer value is the reason business exists, and the importance of using customer value as your "where" alongside your leadership/culture "how". Learn more about your ad choices. Visit megaphone.fm/adchoices

Mar 09, 2020•56 min•Season 1Ep. 8

VC 1-007 Mark Stiving discusses Value-based pricing

Mark Stiving of Impact Pricing and the Impact Pricing podcast and I talk about value-based pricing. We agree on how important it is for sales, marketing, and product management organization to have a coordinated approach to building value in the customer's mind, so that a value-based price is possible Learn more about your ad choices. Visit megaphone.fm/adchoices

Mar 02, 2020•31 min•Season 1Ep. 7

VC 006 Customer Experience: Jacqueline Jasionowski

We talk about how customer value and customer experience are intertwined. I ask JJ to react to my customer experience classification system. Learn more about your ad choices. Visit megaphone.fm/adchoices

Feb 24, 2020•25 min•Season 1Ep. 6

VC 1-005 Stories, Culture, and Value: Michael Houlihan and Bonnie Harvey

Stories are getting big in the sales world...but why, and how can you get those benefits? And what else can you use stories for. Bonnie Harvey and Michael Houlihan built Barefoot wines into the world's largest wine brand, by building a culture focusing everyone at Barefoot on value; on the customer. They have started a venture focusing on using the best in storytelling to help companies build the right culture. Learn more about your ad choices. Visit megaphone.fm/adchoices

Feb 17, 2020•27 min•Season 1Ep. 5

VC 004 Saving Siloed Customers from Themselves

Companies have formed silos to help them perform their operations more efficiently and effectively, but that siloed structure often fails organizations trying to execute major buying decisions. Sales organizations need to be effective guides, saving their prospects from their own dysfunctions. Learn more about your ad choices. Visit megaphone.fm/adchoices

Feb 10, 2020•21 min

VC 003 Value Propositions, Value Messaging, and Value Networks

Value propositions are a monolithic statement in a world that requires personalization. Value messaging is telling, not selling. Value networks help companies build a suite of value hypotheses tuned to individual buying personas Learn more about your ad choices. Visit megaphone.fm/adchoices

Feb 03, 2020•27 min

VC 002: Five Myths About Price And Discounting

Myth 1: Price should be calcuated from your costs Myth 2: Dropping price will increase demand Myth 3: Price is just another feature Myth 4: You can "Make it Up On Volume" Myth 5: There's Such a Thing as Limited-time Discount Bonus Myth 6: When a Customer Says "Your Price is Too High", believe it. Learn more about your ad choices. Visit megaphone.fm/adchoices

Jan 27, 2020•20 min•Season 1Ep. 2

VC 001: Introductory Episode. Defining Value.

Our First Episode! What the ValuClarity Podcast is all about, and why we're here. First order of business: define value...the same as customer-perceived value, because value doesn't come in any other flavors. Special thanks to Craig Theorin for the theme music: The Know Value Blues. Learn more about your ad choices. Visit megaphone.fm/adchoices

Jan 20, 2020•5 min•Season 1Ep. 1
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