4 Types of Basic Value Propositions
Align your business model to the real reason customers buy from you, rather than somebody else. originally published by Inc. (Geoffrey James) A "value proposition" is the reason that your customers buy from you rather than somebody else. According to [...]
Top 12 Questions You Should Ask to Create a Winning Customer Strategy
from D. Keith Pigues, Founder and CEO, Luminas At Luminas, we often ask the question, "Is your customer's business at the center of your business?" This is typically met with a quick, "yes." It's an honest answer. After all, most [...]
What it Takes to Win with Customers
Differentiating Your Company from the Competition to Accelerate Growth written by D. Keith Pigues Amazing things happen when an organization begins to think first about how it can make its customers better off. Really. The days of [...]
Woofin’ with LUMI, Making Confident Pricing Decisions
Luminas CEO and Founder, D. Keith Pigues, and Kevin Mitchell, President of the Professional Pricing Society, talk all things pricing on this episode of Woofin' with LUMI. As companies manage today’s inflationary pressures and rising costs, many are considering implementing [...]
Why We Lose (part 1): Customer Segmentation
from D.Keith Pigues When I co-authored Winning with Customers: A Playbook for B2B (Wiley & Sons) nearly a decade ago, selecting Why We Lose as the title of the first chapter was indeed an attention getter! We [...]
Confident Buyers Are Loyal Ones
a note from Luminas How can you help your customers make confident buying decisions? Take the time to understand their business. When you make the effort to put your customers' business at the center of yours, you will discover what [...]
6 Steps For Improving Leadership Alignment
a note from Luminas Founder & CEO, D. Keith Pigues A lot has changed in the business environment, and with your customers or clients. In order to set growth priorities and make confident decisions that will help to accelerate growth, [...]
Woofin’ with LUMI, Customer vs. Company-Focused Strategy
In this premier episode of Woofin' with LUMI, our CEO and Founder D. Keith Pigues and Dave Youland, Senior Consultant and Assistant Professor at Southwestern College dive deep and discuss their perspective on the Inc magazine article, How to Create a Customer-Focused Strategy. [...]
Growth Through Winning with Customers
by David Youland, Senior Consultant Growth is the lifeblood of every organization and a perennial management imperative. Growth is what every leader desires, but finds elusive. Managers leading growth efforts are much like intrepid explorers searching for [...]