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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.
List of contents
- Chapter - 00: Introduction;
- Chapter - 01: How the World Has Changed;
- Chapter - 02: Why Businesses Need a Value Proposition;
- Chapter - 03: How to Develop a Value Proposition;
- Chapter - 04: How to Translate a Value Proposition into a Sales Proposition;
- Chapter - 05: The Sales Process;
- Chapter - 06: The Sales Story;
- Chapter - 07: Winning Business: the 10 Laws of Value Proposition Selling;
- Chapter - 08: Creating the Selling Organization;
- Chapter - Appendix 1: Value Proposition Workshop Survey Results;
- Chapter - Appendix 2: Case Studies;
About the author
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.
Summary
Develop a clearly defined value proposition for your company and establish a streamlined, customer-centric selling process.
Foreword
Rich in case studies and real-world examples, including interviews with recognized business influencers
Report
"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." Cate Gutowski, VP Commercial Digital Thread, GE Digital
