Selling Your Value Proposition
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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.
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.
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
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.
The 10 Immutable Laws Of Power Selling The Key To Winning Sales Wowing Customers And Driving Profits Through The Roof
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Author : James Desena
language : en
Publisher: McGraw Hill Professional
Release Date : 2003-10-22
The 10 Immutable Laws Of Power Selling The Key To Winning Sales Wowing Customers And Driving Profits Through The Roof written by James Desena and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-10-22 with Business & Economics categories.
Reveals the secrets behind the phenomenal success of today's top sales professionals In The 10 Immutable Laws of Power Selling, leading sales consultant and trainer James DeSena reveals the secret behind the uncanny success of an elite group of sales professionals who consistently break all records, in every selling environment. DeSena shows how the most exceptional performers in the sales arena are those who act like leaders--they take the lead in meeting new challenges, and they adapt to those challenges with innovative solutions and added value for grateful customers. With the help of stories from American Express, Honeywell, The Gap, and other top companies, DeSena teaches readers: The 10 key imperatives for becoming an exceptional performer in today's selling environment How to apply the principles of leadership to win and keep loyal customers, make more sales, and earn higher commissions-- even in a recession How to identify clients' needs and create solutions to fit those needs How to build strong relationships with customers and manage those relationships for long-term success
Selling Your Technology Company For Maximum Value
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Author : Rupert Cook
language : en
Publisher:
Release Date : 2009
Selling Your Technology Company For Maximum Value written by Rupert Cook and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009 with Business & Economics categories.
Gives practical advice for executives and shareholders of technology businesses on how to prepare their businesses and how to manage and optimise the sale process through to a successful completion for maximum value.
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 Added Selling Fourth Edition How To Sell More Profitably Confidently And Professionally By Competing On Value Not Price
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Author : Tom Reilly
language : en
Publisher: McGraw Hill Professional
Release Date : 2018-07-27
Value Added Selling Fourth Edition How To Sell More Profitably Confidently And Professionally By Competing On Value Not Price written by Tom Reilly and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-07-27 with Business & Economics categories.
The global, go-to guide that started the Value Selling Revolution—now updated for today’s market“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. In the first edition of Value-Added Selling, industry guru Tom Reilly tackled the most common problem that salespeople faced: overcoming customer concerns about pricing. That book went on to become the global, go-to guide for value-added selling. Since then, the industry–and the world—has changed dramatically. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales. Value-Added Selling, 4th Edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price.
Competitive Selling Out Plan Out Think And Out Sell To Win Every Time
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Author : Landy Chase
language : en
Publisher: McGraw Hill Professional
Release Date : 2010-07-23
Competitive Selling Out Plan Out Think And Out Sell To Win Every Time written by Landy Chase and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-07-23 with Business & Economics categories.
Become a Dominant Predator in today’s dog-eat-dog sales environment There’s a hard fact that we all have to face: Buyers have evolved. They’ve become shopaholics. They almost never consider a single vendor when making a buying decision. Instead, they call you—and your competitors—and choose from multiple options. They know that pitting you against your competition always works to their benefit. In today’s sales environment, only the strongest and smartest live to sell another day. Master sales strategist Landy Chase calls these top performers dominant predators—salespeople who consistently win business, at higher prices, by crushing the competition at every turn. He knows exactly how they do it because he’s the one who teaches them how to do it. Now, it’s your turn. In Competitive Selling, Chase reveals the master strategy of the dominant predator, offering a proven, step-by-step process for entering the fray as a prepared and confident warrior. You’ll learn how to: Identify your competition before meeting with the buyer Open competitive selling opportunities Out-flank your competitors using the Client Needs Analysis Eliminate competitors without badmouthing them Stand out to the decision makers Win sales even as the higher-priced option It’s a jungle out there. The goal in today’s winner-take-all world of selling is to make every selling opportunity an unfair fight—in your favor. You have to adapt to your surroundings and take control of your environment. Be assured, your competitors are out there trying to do the same thing. Competitive Selling provides the techniques and skills for seizing the advantage before they even see you coming.
Selling To The C Suite Second Edition What Every Executive Wants You To Know About Successfully Selling To The Top
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Author : Nicholas A. C. Read
language : en
Publisher: McGraw Hill Professional
Release Date : 2018-02-21
Selling To The C Suite Second Edition What Every Executive Wants You To Know About Successfully Selling To The Top written by Nicholas A. C. Read and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-02-21 with Business & Economics categories.
THE CLASSIC GUIDE TO HIGH-LEVEL SELLING.Updated with new insights from global executives.How do the best salespeople become trusted advisors to top executives? How do they prepare the right message and get in front of the right influencers and decision-makers? How do they close major sales and establish loyalty for the long-term? The authors of this groundbreaking book took a novel approach to answer these questions by asking more than 500 senior decision-makers what they look for when salespeople call. What these top executives reveal will change the way you sell. This second edition has been updated with new insights on how to stand out and succeed in a market where executives are using social media and other technologies as a key part of their buying process. You’ll learn how to:•Target the most relevant executives in any sales opportunity•Win support from the executive’s network of gatekeepers and influencers•Position yourself as the supplier who will add the most value with least risk•Update your prospecting and selling skills for the digital age•Sell higher, win bigger, and close faster.Based on the world’s largest study of its kind, Selling to the C-Suite, Second Edition blends empirical research with practical insights to help you sell higher, faster, and stronger.