This is a terrific book and well worth reading for presales, sales, marketing, and customer success folks. Why? Because uncovering and communicating value requires (gasp) the use of numbers (and sometimes – double gasp – math)!
Making Numbers Count introduces simple and effective ways to make numbers understandable and compelling. For example, it is much easier to remember redeploying ~10 FTE versus 9.725 FTE. While the second number is more accurate, very few people will remember it or be able to conceptualize 0.725 of a human…
Similarly, while most of us can easily picture a group of 4 people and many can visualize a classroom with 25 folks, it is very difficult to imagine what a group of 1000 people looks like or a concert venue that holds 20,000, such as a basketball stadium like Chase Center in San Francisco (do you see what I did there?).
Making Numbers Count offers tools and methods to make sense of numbers – a set of skills that customer-facing teams should embrace!
Check it out here.