The Power of Co-Creation: A Lesson from Build-A-Bear Workshop 🧸 When Maxine Clark founded Build-A-Bear in 1997, competitors said it would fail. Why would anyone pay more to stuff their own teddy bear when they could buy one ready-made? But Clark understood a fundamental truth: people value experiences they help create. The results were stunning. Build-A-Bear workshop grew to a billion-dollar business not by selling bears, but by selling the experience of creating them. 💡Value is an #Experience not a #Calculation. Children don't just get a teddy bear—they choose the bear's features, stuff it themselves, give it a heart, and even name it. Each step builds emotional investment and personal connection. This reveals a profound truth about human psychology: We value what we help create. 🔥 The same principle applies in B2B sales. When customers actively participate in building their value story—aligning on key objectives, choosing specific value drivers, editing and adjusting metrics —they develop deeper confidence in their decisions. This is why frameworks like the #ValueValidationFramework (VVF) are so powerful for B2B sellers. The VVF doesn’t try to position value with your customer- it creates a structured space for your customer to discover and articulate value on their own terms. The result: B2B sellers become #DecisionCoaches for their customers giving them agency to shape their own success story. #B2BSales #ValueSelling #CustomerSuccess #SalesStrategy #BusinessTransformation
