Chapter 3

Will customers trust numbers I calculated for them?

Con số do tôi tính, khách có tin không?

The chapter's question

Who pulls the numbers, and does the customer trust them?

Big idea

A number the customer pulls from their own system is more credible than one you calculated for them.

In this chapter

  1. Part 3.1

    Their Data, Our Data

    When do I use product data, and when the customer's data?

  2. Part 3.2

    A Calculation Anyone Can Redo

    Can the customer recalculate the number I give them?

  3. Part 3.3

    Time Saved

    How do I turn time saved into a number without exaggerating?

  4. Part 3.4

    When the Numbers Are Poor

    What do I say when the numbers show the product has not helped much yet?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of The Number the Customer Takes Into the Meeting is free to read right here.

Read in Conan School

Chapters of The Number the Customer Takes Into the Meeting

  1. 1.Did they buy the product, or a change?
  2. 2.Without a baseline, how can I prove any progress?
  3. 3.Will customers trust numbers I calculated for them?
  4. 4.Why do great numbers still slip from the signer's mind?
  5. 5.Is renewal really decided at the renewal meeting?