All too often, companies spend too much time talking about their capabilities, products, and services, and not enough time listening to the needs of their customers. Come learn how to get THE most valuable customer insight by answering the question: "Do your customers make more money doing business with you versus doing business with your competitors?" In doing so, each cross-functional team member within your organization will learn how they contribute to your customer's success today, how to become indispensable to your customer, and how each member of your team can contribute to turn the valuable customer insight into more customer value, greater value capture and profit growth
In this engaging, challenging and thought-provoking discussion, D. Keith Pigues, co-author of Winning with Customers: A Playbook for B2B (Pigues and Alderman, Wiley & Sons 2010) will describe how to drive innovation in the area of customer value management and pricing, using a new form of customer insight. Entrepreneurs, corporate pricing, marketing and sales leaders, as well as business general management will benefit from this session.
Keith is a thought leader and widely sought after speaker and advisor on company growth and strategic marketing. His experience includes c-suite executive leadership positions in marketing and strategy. He also served as a tenured professor of Management, dean of the School of Business and Senior Academic and Administrative Officer at North Carolina Central University. He is co-author of Winning with Customers: A Playbook for B2B (Pigues and Alderman, Wiley & Sons, 2010). He has more than 25 years of experience in marketing, strategic planning and sales leadership at firms ranging from the Fortune 100 to mid-market private equity backed firms in a range of industries, including information technology, healthcare, agriculture biotechnology, automotive, commercial printing and building products. Keith has held executive positions in marketing and strategy at CEMEX, RR Donnelley, ADP and Honeywell International.