- Includes clear, step-by-step guidelines to help readers design a value proposition for their own businesses, outlining the techniques the authors have honed during their experience with more than 600 companies
- Outlines the issues that arise from not having a successful method in place to sell a value proposition, so that readers understand the impact this has on a company's profitability and why this should be a core business consideration
- Explains the importance of translating a value proposition into a sales proposition, and using it to target one specific customer or group of customers
- Rich in case studies and real-world examples, including interviews with recognized business influencers
Selling Your Value Proposition
How to Transform Your Business into a Selling Organization
Develop a clearly defined value proposition for your company and establish a streamlined, customer-centric selling process.
Key features at a glance
EAN: 9780749479916
Edition: 1
Published:
Format: 234x156
232 pages
About the book
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.
About the authors
Cindy Barnes founded Futurecurve after many years with Capgemini where she led service development, sales, marketing, co-created new business units and was a client-side consultant. She is clinically qualified in Transactional Analysis.
Helen Blake has held senior positions for leading organisations including Accenture, Capgemini and KPMG. Helen is trained in Transactional Analysis and is a member of the International Transactional Analysis Association.
Dr Tamara Howard is a Harvard Graduate with business experience spanning the USA and Europe. Over her distinguished career Tamara has lead sales teams in selling many multi-million pound deals.
We are living in the Age of the Customer. Selling Your Value Proposition provides leaders with fresh, insightful advice on how to drive the customer-centric business transformation our new world requires. The time has come for every employee to join the sales team, and Barnes, Blake and Howard provide a blueprint with powerful case studies to arm leaders with what they need to get started tomorrow. A must-read book for the Transformational Leader of the Future.
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