Selling Your Value Proposition
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Value Propositions That Sell
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Author : Lisa D. Dennis
language : en
Publisher:
Release Date : 2018-07-02
Value Propositions That Sell written by Lisa D. Dennis and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-07-02 with Business & Economics categories.
In today's hyper competitive markets, it's hard to get your message heard by the right buyers. Without a rock solid, relevant value proposition, attracting and closing new customers is just plain hard. Most value propositions are "inside-out" - more focused on product and service features than they are on the buyers' needs. Today, you need a whole lot more than an elevator speech, a unique selling proposition or even the one or two-line statement of value from a seller to a buyer. Get the road-map for a Value Proposition Platform(TM) that helps you create highly relevant, value-based messaging for use in both marketing content and conversations with buyers. Get ready to create a value proposition that SELLS! Includes Development Success Tools: 1. Primary research conducted with B2B buyers 2. Two in-depth case studies that demonstrate how to build a value proposition platform from start to finish 3. Seven downloadable templates to guide your work step by step Lisa Dennis has been working with sales and marketing teams in B2B companies for over 20 years. Focusing on both strategy and execution, she brings a practical, feet-on-the street approach to delivering buyer focused messaging and programs. She has worked with companies across a broad range of industries including Akamai, Citrix, CSC, Dell, FedEx, HP, Hitachi, IBM, Microsoft, Mutual of Omaha, Tufts Health Plan, Verizon, Wipro and many others. Her primary focus is helping organizations speak to customers in their own language.
Selling Your Value Proposition
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Author : Cindy Barnes
language : en
Publisher: Kogan Page Publishers
Release Date : 2017-05-03
Selling Your Value Proposition written by Cindy Barnes and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-05-03 with Business & Economics categories.
A value proposition is created from the combination of a company's products and services, and the value gained by the customer. It is used to drive better business, and is essential to success for any business - without it, companies are at risk of losing customers and being drowned out in crowded marketplaces. Selling Your Value Proposition is a practical, user-friendly guide to establishing a streamlined customer-centric selling process to communicate and express value propositions, enabling companies to convey their value-creating stories to customers consistently. Featuring case studies and interviews with renowned business leaders and influencers, Selling Your Value Proposition demonstrates how value propositions adeptly position a business across a range of industries. The techniques and skills shared have all been honed through the authors' experience with more than 600 companies around the world, and clear, step-by-step guidelines will empower all readers to effectively focus their value propositions for competitive success.
Value Propositions That Sell
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Author : Lisa Dennis
language : en
Publisher: eBook Partnership
Release Date : 2018-08-29
Value Propositions That Sell written by Lisa Dennis and has been published by eBook Partnership this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-08-29 with Business & Economics categories.
In today's hyper competitive markets, it's hard to get your message heard by the right buyers. Without a rock solid, relevant value proposition, attracting and closing new customers is just plain hard. Most value propositions are 'inside-out' - more focused on product and service features than they are on the buyers' needs. Today, you need a whole lot more than an elevator speech, a unique selling proposition or even the one or two-line statement of value from a seller to a buyer. Get the road-map for a Value Proposition Platform that helps you create highly relevant, value-based messaging for use in both marketing content and conversations with buyers. Get ready to create a value proposition that SELLS! Includes Development Success Tools: 1. Primary research conducted with B2B buyers 2. Two in-depth case studies that demonstrate how to build a value proposition platform from start to finish 3. Seven downloadable templates to guide your work step by step
How To Sell Your Value And Your Price
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Author :
language : en
Publisher: Bookboon
Release Date :
How To Sell Your Value And Your Price written by and has been published by Bookboon this book supported file pdf, txt, epub, kindle and other format this book has been release on with categories.
Creating And Delivering Your Value Proposition
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Author : Cindy Barnes
language : en
Publisher: Kogan Page Publishers
Release Date : 2009-10-03
Creating And Delivering Your Value Proposition written by Cindy Barnes and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-10-03 with Business & Economics categories.
In recent years, developing a value proposition has become a prime consideration for businesses. A value proposition is an analysis and quantified review of the business benefits, costs and value that a company can deliver to prospective customers and customer segments. Creating and Delivering your Value Proposition provides guidance for business leaders - demonstrating why having a strong value proposition is so important for a company. This practical new title shows readers how to build, deliver and harness value propositions to create profitable growth for a business, by utilizing the experience of clients and customers. Featuring global case studies and examples, Creating and Delivering your Value Proposition is an essential guide to understanding and developing a value-focused strategy for all senior practitioners.
The Irresistible Value Proposition
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Author : Steve Thompson
language : en
Publisher: Value Lifecycle
Release Date : 2019-03-14
The Irresistible Value Proposition written by Steve Thompson and has been published by Value Lifecycle this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-03-14 with categories.
The Irresistible Value Proposition takes the least understood concept in business-value-and turns it into a powerful selling tool! In B2B sales, you make your value proposition irresistible when you:1. Tie it to both business and personal priorities of key decision makers2. Highlight your incremental value to their most likely alternative3. Present it using the customer's success metricsLearn to make the customer want what you're selling-and want it now-by clearly communicating your value in their language.
Value Proposition Design
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Author : Alexander Osterwalder
language : en
Publisher: John Wiley & Sons
Release Date : 2015-01-28
Value Proposition Design written by Alexander Osterwalder and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-01-28 with Business & Economics categories.
The authors of the international bestseller Business Model Generation explain how to create value propositions customers can’t resist Value Proposition Design helps you tackle the core challenge of every business — creating compelling products and services customers want to buy. This highly practical book, paired with its online companion, will teach you the processes and tools you need to create products that sell. Using the same stunning visual format as the authors’ global bestseller, Business Model Generation, this sequel explains how to use the “Value Proposition Canvas” to design, test, create, and manage products and services customers actually want. Value Proposition Design is for anyone who has been frustrated by new product meetings based on hunches and intuitions; it’s for anyone who has watched an expensive new product launch fail in the market. The book will help you understand the patterns of great value propositions, get closer to customers, and avoid wasting time with ideas that won’t work. You’ll learn the simple process of designing and testing value propositions, that perfectly match customers’ needs and desires. In addition the book gives you exclusive access to an online companion on Strategyzer.com. You will be able to assess your work, learn from peers, and download pdfs, checklists, and more. Value Proposition Design is an essential companion to the ”Business Model Canvas” from Business Model Generation, a tool embraced globally by startups and large corporations such as MasterCard, 3M, Coca Cola, GE, Fujitsu, LEGO, Colgate-Palmolive, and many more. Value Proposition Design gives you a proven methodology for success, with value propositions that sell, embedded in profitable business models."
Creating Value Build A Winning Value Proposition
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Author : Steve Thompson
language : en
Publisher:
Release Date : 2016
Creating Value Build A Winning Value Proposition written by Steve Thompson and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016 with Customer relations categories.
La 4e de couverture indique "Believe it or not, your customers do not want to hear about your company or the products and services you are selling. They want you to create the potential for value for them. Your value proposition should shine a bright light on your incremental value and be linked to customers' success metrics-all stated in their language. Salespeople who master this will have a decisive competitive advantage. This book reveals the simple steps to building a value proposition that compels the customer to choose you and close the deal quickly! The Value Lifecycle is a unique framework that looks at how a customer views an ongoing business relationship. Companies that are world-class at executing the Value Lifecycle model have much less account churn, enjoy higher new customer conversion rates, are more successful at cross-selling and upselling, have higher margins on the deals they close, and retain customers longer. In many cases, they are virtually bulletproof from competitor attacks. Nobody is going to take that account away from them!"
How To Sell Value The Revolutionary Sale Value System To Solve Client Problems And Win
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Author : Pedro Roccato
language : en
Publisher: Humanix Books
Release Date : 2016-05-03
How To Sell Value The Revolutionary Sale Value System To Solve Client Problems And Win written by Pedro Roccato and has been published by Humanix Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-05-03 with Business & Economics categories.
Leading international sales consultant Pedro Roccato has trained thousands of sales professionals on how to provide a highly differentiated buying experience to their customers in order to close more sales. The book arms sales professionals in any industry on how to sell on value, not price, which is a necessary tool in today's competitive sales landscape. Sales professionals will learn about about how to diagnose their customer's needs, the importance of value-added sales, sales perception, and how to produce a value-added proposition.
Salesfreak
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Author : Prashant Dongre
language : en
Publisher:
Release Date : 2020-07-02
Salesfreak written by Prashant Dongre and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-07-02 with categories.
WHEN ARE YOU WINNING YOUR NEXT SALE? Business to business selling is changing dramatically. The salespeople of today and tomorrow need more than technical knowledge and good relations with clients to succeed. With so much information available to customers for almost free, their decision-making is becoming more data driven. This presents an opportunity for salespeople to adapt a new selling mindset. This mindset is all about finding and conveying your value proposition to the customer better than your competitors. This book will challenge you on how you sell and help you sell more. You will get practical ideas and answers to below questions- 1. What is the one thing you must do well to win your next sale? 2. How to ask probing questions? 3. Why strategic thinking is overrated? 4. How do you motivate yourself every day? 5. How to find a win-win in any price negotiation? 6. What is your biggest challenge in a sales leadership role? 7. How do you measure your impact on your organization? 8. How to achieve all this without losing sanity? THE TIME IS NOW.