Creating and Delivering Your Value Proposition PDF Download

Author: Cindy Barnes
Publisher: Kogan Page Publishers
ISBN: 0749458593
Category : Business & Economics
Languages : en
Pages : 232

View

Book Description
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.

Author: Alexander Osterwalder
Publisher: John Wiley & Sons
ISBN: 1118968077
Category : Business & Economics
Languages : en
Pages : 323

View

Book Description
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."

Author: Cindy Barnes
Publisher: Kogan Page Publishers
ISBN: 0749479922
Category : Business & Economics
Languages : en
Pages : 233

View

Book Description
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.

Author: Mike Schultz
Publisher: John Wiley & Sons
ISBN: 0470922230
Category : Business & Economics
Languages : en
Pages : 294

View

Book Description
Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account. Rainmaking Conversations offers a research-based, field-tested, and practical selling approach that will help you master the art of the sales conversation. This proven system revolves around the acronym RAIN, which stands for Rapport, Aspirations and Afflictions, Impact, and New Reality. You'll learn how to ask your prospects and clients the right questions, and help them set the agenda for success. Armed with the knowledge of the markets you serve, the common needs of prospects, and how your products and services can help, you can become a trusted advisor to your clients during and after the sale. With the RAIN system, you'll be able to: Build rapport and trust from the first contact Create conversations with prospects, referral sources, and clients using the telephone, email, and mail Uncover the real need behind client challenges Make the case for improved business impact and return on investment (ROI) for your prospects Understand and communicate your value proposition Apply the 16 principles of influence in sales Overcome and prevent all types of objections, including money Craft profitable solutions and close the deal The world-class RAIN SellingSM methodology has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance. Start bridging the gap between "hello" and profitable relationships today.

Author: Simon Kelly
Publisher: Springer
ISBN: 3319456261
Category : Business & Economics
Languages : en
Pages : 207

View

Book Description
This book offers both marketing and sales professionals a rare combined insight into both worlds to continuously capture customer intelligence and create value, by blending detailed research with academic rigor and commercial experience of the authors in both Europe and North America. It has never been easier to produce great marketing content and sales collateral. And yet, 90% of the content that marketing produces is NEVER used by sales. Why not? Because it’s not relevant to the audience or the prospect doesn’t even know the content exists. Furthermore 58% of deals end up in “no decision” because Sales has not presented value effectively. Companies are creating lots of noise but failing to resonate with the customers. So what? The danger, aside from marketing wasting tens of millions of dollars on ineffective content and tools, is that customers will disengage. 94% of prospects say they have completely disengaged with vendors because of irrelevant content. In order to grow fast, the authors argue, Sales and Marketing teams need to slow down. They need to work together to truly understand their customers’ needs, wants, motivations and pain points so that they can offer customized “value”. The book sets out how to establish a formal program to continuously capture customer intelligence and insights – the shiny gems of understanding that help prospects to connect the dots – so that value can be consistently articulated in marketing and sales conversations. By integrating the best ideas and practice from commercial experience and academic research the authors show how to create value across the entire marketing and sales value chain – not only get a new customer, but to continue to create value for future purchases by creating “post-sales” value.

Author: Jose Palomino
Publisher:
ISBN: 9780981912608
Category : Business & Economics
Languages : en
Pages : 192

View

Book Description
"Value Prop" shows how to build razor-sharp marketing messages that showcase the truly new, useful, and exciting qualities of products or services, and how to win business in the process.

Author: Alexander Osterwalder
Publisher: John Wiley & Sons
ISBN: 1118656407
Category : Business & Economics
Languages : en
Pages : 295

View

Book Description
Business Model Generation is a handbook for visionaries, game changers, and challengers striving to defy outmoded business models and design tomorrow's enterprises. If your organization needs to adapt to harsh new realities, but you don't yet have a strategy that will get you out in front of your competitors, you need Business Model Generation. Co-created by 470 "Business Model Canvas" practitioners from 45 countries, the book features a beautiful, highly visual, 4-color design that takes powerful strategic ideas and tools, and makes them easy to implement in your organization. It explains the most common Business Model patterns, based on concepts from leading business thinkers, and helps you reinterpret them for your own context. You will learn how to systematically understand, design, and implement a game-changing business model--or analyze and renovate an old one. Along the way, you'll understand at a much deeper level your customers, distribution channels, partners, revenue streams, costs, and your core value proposition. Business Model Generation features practical innovation techniques used today by leading consultants and companies worldwide, including 3M, Ericsson, Capgemini, Deloitte, and others. Designed for doers, it is for those ready to abandon outmoded thinking and embrace new models of value creation: for executives, consultants, entrepreneurs, and leaders of all organizations. If you're ready to change the rules, you belong to "the business model generation!"

Author: Stephen Turner
Publisher: Lulu.com
ISBN: 0615226973
Category : Business & Economics
Languages : en
Pages : 304

View

Book Description

Author: Lisa D. Dennis
Publisher:
ISBN: 9780692089460
Category : Business & Economics
Languages : en
Pages : 254

View

Book Description
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.

Author: Mike Lanning
Publisher: Basic Books
ISBN: 9780738201627
Category : Business & Economics
Languages : en
Pages : 336

View

Book Description
In 'Delivering Profitable Value', Michael Lanning draws from over twenty-five years' experience to offer a fundamentally new approach to strategy and performance, showing how any business can transform itself into a value delivery system that consistently and profitably delivers superior experiences to customers. At its core, 'Delivering Profitable Value' is about the creative relationship between an organization and its customers. Michael Lanning's landmark book provides a tested method for establishing and nurturing those relationships, and capturing the profitable growth that results.