{"id":31038,"date":"2023-03-26T20:52:22","date_gmt":"2023-03-26T20:52:22","guid":{"rendered":"https:\/\/perpetos.com\/?p=31038"},"modified":"2024-03-28T09:11:02","modified_gmt":"2024-03-28T09:11:02","slug":"customer-centric-conversations-with-a-human-face","status":"publish","type":"post","link":"https:\/\/perpetos.com\/en\/sales-performance\/customer-centric-conversations-with-a-human-face\/","title":{"rendered":"Customer-centric conversations with a human face"},"content":{"rendered":"\n<p><strong>Many of today\u2019s interactions take place via automated, CRM or CX management tools, which often don\u2019t tap into the full customer potential. There\u2019s still immense value to be had from our \u2018human touchpoints\u2019 \u2013 our moments of personal contact, which are often the only way to clearly see if your offer matches customer expectations. But it goes further than this. These moments can actively influence the customer vision and develop new potential. Customer-centric conversations are also the topic of one of our ongoing client programs, in which we\u2019re teaching these techniques to 30 teams throughout EMEA. Over the space of three months, we\u2019re preparing our client\u2019s in-house and external sales teams for these challenges.&nbsp;<\/strong>&nbsp;<\/p>\n\n\n\n<p>Human interaction is still incredibly valuable for assessing your customer\u2019s potential and influencing their decisions \u2013 something we sometimes forget in today\u2019s hectic world with so much focus on data. Conversations with your customer are the ideal opportunity to find out whether they can clearly see the benefits of your solution and how they will help their organization. After all, what you think you can give doesn\u2019t always match up to what the customer is trying to buy.&nbsp;&nbsp;<\/p>\n\n\n\n<div class=\"cta-box-inline-wrap\"><div class=\"cta-box-inline\"><a href=\"https:\/\/perpetos.com\/en\/sales-performance\/how-to-get-started-with-value-selling\/\" target=\"_blank\" rel=\"noopener\">Read more about &#8221;  <strong>How to get started with value selling<\/strong>&#8220;<\/a><\/div><\/div>\n\n\n\n<div style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n\n\n\n<h2><strong>Buyer alignment + sales effectiveness&nbsp;&nbsp;<\/strong><\/h2>\n\n\n\n<p>Exposing this value to the customer at the right time and influencing their potential are critical for continued growth. So ask yourself whether the customer can see the value you bring, and if you can use it to accelerate their sales cycle \u2013 the intersection between <strong>buyer alignment <\/strong>(where your sales process aligns with the buyer journey) and <strong>sales effectiveness<\/strong>. Successfully combining these two aspects creates real value.&nbsp;&nbsp;<\/p>\n\n\n\n<h2><strong>Value selling&nbsp;&nbsp;<\/strong><\/h2>\n\n\n\n<p>It\u2019s also the exact combination that we\u2019re working on in our upskilling process for 30 teams, where value selling is still a critical component. And that\u2019s why we \u2013 together with our client \u2013 are developing this further on a new messaging framework, and helping to convert this value and messaging in the workplace. Ready to use and available for their teams.&nbsp;<\/p>\n\n\n\n<div itemscope=\"\" itemprop=\"mainEntity\" itemtype=\"https:\/\/schema.org\/Question\" class=\"ksw-featured-snippet\">\n<div class=\"cta-box brand\"><h2 itemprop=\"name\" style=\"color: #0ba298;\">We\u2019ve talked about <a href=\"https:\/\/perpetos.com\/en\/sales-performance\/how-to-get-started-with-value-selling\/\" class=\"textlink\" style=\"color:#0ba298 !important;\">value selling<\/a> before, but we\u2019d like to give you three more important tips:<\/h2><\/div>   \n    <div itemscope=\"\" itemprop=\"acceptedAnswer\" itemtype=\"https:\/\/schema.org\/Answer\">\n      <div itemprop=\"text\">\n       <ol>\n<li>Detect and develop value <strong>as early as possible<\/strong> in the process to ensure your customer is more receptive to your message.<\/li>\n<li>Figure out all the buying cycle stakeholders\u2019 <strong>drivers for change<\/strong> \u2013 which are the keys for differentiation.<\/li>\n<li>Be aware that <strong>value perception<\/strong> is different both for all stakeholders in the buying cycle and in every buying cycle.<\/li>\n<\/ol>\n      <\/div>\n    <\/div>\n  <\/div>\n","protected":false},"excerpt":{"rendered":"<p>Human interaction is still incredibly valuable for assessing your customer\u2019s potential and influencing their decisions \u2013 something we sometimes forget in today\u2019s hectic world with so much focus on data.<\/p>\n","protected":false},"author":9,"featured_media":31085,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[7,11,8,4],"tags":[771],"department":[509],"media":[545],"topic":[516,522],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v19.13 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Customer-centric conversations with a human face - Perpetos<\/title>\n<meta name=\"description\" content=\"Customer-centric conversations with a human face - Perpetos\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/perpetos.com\/en\/sales-performance\/customer-centric-conversations-with-a-human-face\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Customer-centric conversations with a human face - Perpetos\" \/>\n<meta property=\"og:description\" content=\"Customer-centric conversations with a human face - Perpetos\" \/>\n<meta property=\"og:url\" content=\"https:\/\/perpetos.com\/en\/sales-performance\/customer-centric-conversations-with-a-human-face\/\" \/>\n<meta property=\"og:site_name\" content=\"Perpetos\" \/>\n<meta property=\"article:published_time\" content=\"2023-03-26T20:52:22+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-03-28T09:11:02+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/perpetos.com\/wp-content\/uploads\/2023\/03\/customer-centric-conversations.webp\" \/>\n\t<meta property=\"og:image:width\" content=\"2048\" \/>\n\t<meta property=\"og:image:height\" content=\"1365\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/webp\" \/>\n<meta name=\"author\" content=\"Pascal Persyn\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Pascal Persyn\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/perpetos.com\/en\/sales-performance\/customer-centric-conversations-with-a-human-face\/\",\"url\":\"https:\/\/perpetos.com\/en\/sales-performance\/customer-centric-conversations-with-a-human-face\/\",\"name\":\"Customer-centric conversations with a human face - Perpetos\",\"isPartOf\":{\"@id\":\"https:\/\/perpetos.com\/#website\"},\"datePublished\":\"2023-03-26T20:52:22+00:00\",\"dateModified\":\"2024-03-28T09:11:02+00:00\",\"author\":{\"@id\":\"https:\/\/perpetos.com\/#\/schema\/person\/cccebf6f6bfb94de0ea198002c0ab079\"},\"description\":\"Customer-centric conversations with a human face - Perpetos\",\"breadcrumb\":{\"@id\":\"https:\/\/perpetos.com\/en\/sales-performance\/customer-centric-conversations-with-a-human-face\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/perpetos.com\/en\/sales-performance\/customer-centric-conversations-with-a-human-face\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/perpetos.com\/en\/sales-performance\/customer-centric-conversations-with-a-human-face\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/perpetos.com\/en\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Customer-centric conversations with a human face\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/perpetos.com\/#website\",\"url\":\"https:\/\/perpetos.com\/\",\"name\":\"Perpetos\",\"description\":\"Sales and Commercial Excellence\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/perpetos.com\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/perpetos.com\/#\/schema\/person\/cccebf6f6bfb94de0ea198002c0ab079\",\"name\":\"Pascal Persyn\",\"description\":\"Pascal supports organisations in delivering commercial excellence in the areas of Sales Enablement, Content Strategy and Buyer Journey Enablement. His pet projects are about helping companies overcome challenges due to the empowered customer and thus evolving into buyer-aligned organisations. His executive experience in private, VC-backed and public companies enables doing the right thing at the right time with the right people. Don\u2019t hesitate to contact Pascal for expert advice: pascal@perpetos.com\",\"sameAs\":[\"https:\/\/be.linkedin.com\/in\/pascalpersyn\"],\"url\":\"https:\/\/perpetos.com\/en\/author\/pascal\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Customer-centric conversations with a human face - Perpetos","description":"Customer-centric conversations with a human face - Perpetos","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/perpetos.com\/en\/sales-performance\/customer-centric-conversations-with-a-human-face\/","og_locale":"en_US","og_type":"article","og_title":"Customer-centric conversations with a human face - Perpetos","og_description":"Customer-centric conversations with a human face - Perpetos","og_url":"https:\/\/perpetos.com\/en\/sales-performance\/customer-centric-conversations-with-a-human-face\/","og_site_name":"Perpetos","article_published_time":"2023-03-26T20:52:22+00:00","article_modified_time":"2024-03-28T09:11:02+00:00","og_image":[{"width":2048,"height":1365,"url":"https:\/\/perpetos.com\/wp-content\/uploads\/2023\/03\/customer-centric-conversations.webp","type":"image\/webp"}],"author":"Pascal Persyn","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Pascal Persyn","Est. reading time":"2 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/perpetos.com\/en\/sales-performance\/customer-centric-conversations-with-a-human-face\/","url":"https:\/\/perpetos.com\/en\/sales-performance\/customer-centric-conversations-with-a-human-face\/","name":"Customer-centric conversations with a human face - Perpetos","isPartOf":{"@id":"https:\/\/perpetos.com\/#website"},"datePublished":"2023-03-26T20:52:22+00:00","dateModified":"2024-03-28T09:11:02+00:00","author":{"@id":"https:\/\/perpetos.com\/#\/schema\/person\/cccebf6f6bfb94de0ea198002c0ab079"},"description":"Customer-centric conversations with a human face - Perpetos","breadcrumb":{"@id":"https:\/\/perpetos.com\/en\/sales-performance\/customer-centric-conversations-with-a-human-face\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/perpetos.com\/en\/sales-performance\/customer-centric-conversations-with-a-human-face\/"]}]},{"@type":"BreadcrumbList","@id":"https:\/\/perpetos.com\/en\/sales-performance\/customer-centric-conversations-with-a-human-face\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/perpetos.com\/en\/"},{"@type":"ListItem","position":2,"name":"Customer-centric conversations with a human face"}]},{"@type":"WebSite","@id":"https:\/\/perpetos.com\/#website","url":"https:\/\/perpetos.com\/","name":"Perpetos","description":"Sales and Commercial Excellence","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/perpetos.com\/?s={search_term_string}"},"query-input":"required name=search_term_string"}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/perpetos.com\/#\/schema\/person\/cccebf6f6bfb94de0ea198002c0ab079","name":"Pascal Persyn","description":"Pascal supports organisations in delivering commercial excellence in the areas of Sales Enablement, Content Strategy and Buyer Journey Enablement. His pet projects are about helping companies overcome challenges due to the empowered customer and thus evolving into buyer-aligned organisations. His executive experience in private, VC-backed and public companies enables doing the right thing at the right time with the right people. Don\u2019t hesitate to contact Pascal for expert advice: pascal@perpetos.com","sameAs":["https:\/\/be.linkedin.com\/in\/pascalpersyn"],"url":"https:\/\/perpetos.com\/en\/author\/pascal\/"}]}},"_links":{"self":[{"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/posts\/31038"}],"collection":[{"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/users\/9"}],"replies":[{"embeddable":true,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/comments?post=31038"}],"version-history":[{"count":3,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/posts\/31038\/revisions"}],"predecessor-version":[{"id":31079,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/posts\/31038\/revisions\/31079"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/media\/31085"}],"wp:attachment":[{"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/media?parent=31038"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/categories?post=31038"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/tags?post=31038"},{"taxonomy":"department","embeddable":true,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/department?post=31038"},{"taxonomy":"media","embeddable":true,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/media?post=31038"},{"taxonomy":"topic","embeddable":true,"href":"https:\/\/perpetos.com\/en\/wp-json\/wp\/v2\/topic?post=31038"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}