Selling Your Value Proposition

How to Transform Your Business into a Selling Organization

Häftad, Engelska, 2017

Av Cindy Barnes, Helen Blake, Tamara Howard

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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.

Produktinformation

Utgivningsdatum2017-05-03
Mått156 x 234 x 13 mm
Vikt375 g
FormatHäftad
SpråkEngelska
Antal sidor232
FörlagKogan Page Ltd
ISBN9780749479916

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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.

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;

"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."