Subjective value is the personal worth a customerCustomer Customer is an individual or an organization that purchases a product or signs up for a service offered by a business. places on a productProduct Product refers to anything (an idea, item, service, process or information) that meets a need or a desire and is offered to a market, usually but not always at a price. or service, differing from its objective cost. In sales, understanding this drives tailored pitches that resonate with customer priorities.

Subjective Value and Pipeliner CRM

Pipeliner CRM’s Relationship Mapping and Org Chart features help understand customer organizational structures and relationships, revealing what they value most, aiding in crafting effective value propositions.

„Subjective value exists in the mind of the prospect or customer—as opposed to ‘objective’ value which can be plainly seen, such as with a gold nugget“

Nikolaus Kimla • CEO • Pipelinersales Inc.
Sales CRM, Relationship Mapping and Org Chart
Understand customer organizational structures and relationships

Application

Show value of opportunity in Sales CRM

  • Elements of Subjective Value: Includes the diamond-water paradox, where diamonds are valued more than water despite water’s necessity, showing value is personal perception.

  • Use of Subjective Value in Commerce: Salespeople leverage this by highlighting features customers value, like prestige for luxury items, to close deals.

Recognizing subjective value enhances sales effectiveness. Pipeliner CRM supports this by providing tools to understand customer perceptions, ensuring pitches align with their needs for better outcomes.