How to Write a Value Proposition (+ 6 Modern Examples)
Help Scout
AUGUST 22, 2023
We’ve demystified how to write a value proposition so you can ensure that your hard work manifests in value for your customers. Read the full article
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Help Scout
AUGUST 22, 2023
We’ve demystified how to write a value proposition so you can ensure that your hard work manifests in value for your customers. Read the full article
Red Star Kim
NOVEMBER 18, 2022
This article was published in the latest edition of PM Forum Magazine. PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback. Develop Employer Value Propositions (EVPs). The event took place on September 29 th 2022.
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Corporate Visions
SEPTEMBER 17, 2019
The post Sales Value Proposition: How to Build and Deliver a Powerful SVP by Tim Riesterer appeared first on Corporate Visions. Your sales value proposition, or SVP, is a powerful messaging tool for communicating the unique value of the solution you’re selling. Common Value Proposition Mistakes.
Customer Think
MARCH 12, 2023
The following article was first published in the March 2023 edition of the always-excellent Top Sales Magazine - there's a subscription link at the bottom of this article.:A A key theme of this edition of Top Sales Magazine is selling on value rathe.
Help Scout
MAY 21, 2019
That’s why we need value propositions. A value proposition is all about being customer-focused and putting yourself in their shoes. What is a value proposition? There are several key dimensions to include a value proposition, including: Relevancy — why should your customers care?
Red Star Kim
JUNE 1, 2023
Whilst there are many ways to differentiate (see below) it does imply that you will consider – from the client’s perspective – how your firm’s offering or value proposition is different from the competitors. There’s an introduction to value propositions at: What is a value proposition or USP – and how do I create one?
Red Star Kim
FEBRUARY 8, 2024
And to evaluate the relative attractiveness of different segments Malcolm McDonald on value propositions – How to develop them (kimtasso.com) In professional service firm (PSF) marketing there is the challenge that we often span both B2B and B2C markets , across multiple sectors and for sometimes hundreds of service lines in different territories.
Flevy
MARCH 30, 2022
In this article, we will go on a journey… a journey for your Business Model. As defined by Clayton Christensen, author of the Innovator’s Dilemma, a Business Model consists of 4 elements: Customer Value Proposition – The Customer Value Proposition is the “job to be done.” Creating Innovation.
Red Star Kim
FEBRUARY 16, 2023
Managing growth – Superpositioning matrix An article in the April 2020 PM Magazine by Alistair McLeod at Gray Fox Consulting questions whether growth is good for your strategy. “ Tendency to try to do too much – focus on doing less but doing better (e.g. four annual multi-layered programmes).
Account Manager Tips
AUGUST 31, 2022
When clients say "price" they really mean value How to differentiate through value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. A differentiated value proposition is the first step of transforming ideas into results.
Account Manager Tips
SEPTEMBER 7, 2022
A single value proposition can’t appeal to all your clients. A differentiated value proposition is the first step of transforming ideas into results. Adapted from: Maximizing Value Propositions to Increase Project Success Rates Remember: you don’t have to be the best. This article explains how.
Flevy
MARCH 8, 2022
Value Players. Each archetype is characterized by its Customer Value Proposition. This is achieved by first dissecting its Value Proposition into the relevant Strategic Archetypes; and then by identifying those Supply Chain Models most relevant to its Strategic Archetypes. These are: Innovators. Premium Players.
Red Star Kim
JANUARY 22, 2024
It helps with developing the value proposition by considering three buckets: How your service is the same as competitors? How it is better than competitors? In what ways is it (or will be) game changing? In the middle of the bow tie note what correlates between the buyer and your offer.
Mike Kunkle
DECEMBER 21, 2023
So, in this article, I’ll explore fostering a relentlessly customer-centric culture, refining your ICP and optimizing territories, sharpening sales messaging, deepening discovery skills, training sellers on buying process exit criteria, and enhancing manager coaching skills.
Upland
AUGUST 29, 2023
In this article, we will take a closer look at buying intent and its role in helping you navigate today’s intricate web of customer preferences, expectations, and buying behaviors. Buyers seek reassurance that they will receive adequate assistance post-purchase to maximize the value of the SaaS product.
Red Star Kim
FEBRUARY 21, 2024
These questions address the components of a value proposition (valuable, differentiated and substantiated). Why act now? Why trust us? You might use the “So what?” question to help you translate features into benefits. What are your thoughts and tips on questioning skills?
Red Star Kim
AUGUST 7, 2023
The speakers at this panel (hosted at the offices at Dechert) were: Mike Hanbridge, Head of Employer Brand, Blackbridge Communications (the work of this agency on employee value propositions (EVP) at DAC Beachcroft is described here PM Conference Report 2022: Strategy implementation (kimtasso.com) James Harkness, Strategic change and internal communications (..)
Revenue Storm
JULY 13, 2021
Then, by mapping our client organization, we can determine who the key decision makers would be that could say yes to our business value proposition. To be successful, our value proposition needs to help enable our target executives to achieve at least one of their business priorities.
Red Star Kim
OCTOBER 24, 2022
This article is a reminder of the key points valued by the delegates: Nine insights: Sales processes and selling skills for targeting and meetings. On a more serious note, we considered the advice of Malcolm McDonald on categorising clients from his book Malcolm McDonald on value propositions – How to develop them (kimtasso.com).
Arpedio
MARCH 13, 2024
Book demo Defining Your Value Proposition In the competitive marketplace, having a strong value proposition is essential for capturing the attention of potential customers and differentiating your offering from competitors. Let’s explore the key components of crafting a compelling value proposition.
Cosawi
JANUARY 29, 2024
In today’s economy that is disrupted and fast paced, marketing is key in this journey to co orchestrate the customer led, team enabled account Planning strategy and value proposition creation to differentiate ourselves in the eye of our most important customers, generate revenue and mutual objective achievement.
Maximize Business Marketing
NOVEMBER 29, 2023
Sent your clients an article that you believe they would be interested in, and you do this at least 2-4 times a month? In B2B Sales: Your Client’s COI (Cost of Inaction) = Your Value Proposition 3 Fatal Mistakes B2B Companies Make With Their Clients Took the CXO out for dinner with his/her spouse/partner?
Luminas Strategy
OCTOBER 16, 2023
In this article by Forester, the author sheds light on the increased difficulties brought about by the convergence of intense competition, more discerning customers and channel disintermediation. Then, because knowledge is power, we help them to gain alignment on the value they deliver.
Red Star Kim
JUNE 7, 2023
Competitor analysis is discussed further here Pitching, differentiation and competitor analysis (kimtasso.com) It was interesting to read about the success of a “ one firm” strategy Capturing the value of ‘one firm’ | McKinsey (May 2023) where research across 2,000 companies shows that it pays to operate as “one firm.” 1 firm in Ireland.
Red Star Kim
AUGUST 14, 2023
If an article piques curiosity, people are to read and engage. A series of articles or posts might be arranged around content pillars in a content management plan. Some people refer to a value proposition – what are you offering? What is curiosity and why is it important in business relationships?
Arpedio
DECEMBER 19, 2023
This article will equip you with the knowledge and tools to enhance your sales processes and build stronger relationships with other businesses. Value proposition development is also critical in B2B sales. It involves identifying and communicating the unique value that your business provides to clients compared to competitors.
QYMATIX
MAY 2, 2023
Some articles by renowned editors have raised more questions for us than they have answered. Let’s start with an article from ComputerWeekly.co.uk Now, look at a worrying article on “AI Washing” by PwC, one global leader in the areas of auditing, tax consulting and management consulting, with concrete figures.
Arpedio
APRIL 29, 2024
By the end of this article, you will have a clear understanding of the importance of a well-defined sales account plan strategy in driving sales growth and fostering lasting client relationships. We will also delve into the practical steps involved in implementing and executing these strategies.
Luminas Strategy
JANUARY 15, 2024
The following Harvard Business Review article, “The Hard Questions to Ask When Planning Your Strategy” provides an interesting perspective on conventional strategic planning and the importance of being realistic about the value that your organization creates.
Showpad
FEBRUARY 14, 2024
If you want your marketing team to harness the full potential of sellers, you need to invest in supporting sales with learning that explains your decision making and connection to value proposition. If they can’t understand it themselves, they won’t be able to properly convey the value to buyers.
Hubspot Sales
MAY 17, 2023
It informs your understanding of the appropriate tone to use, the relevant benefits to highlight, and the ultimate basis of an effective value proposition. Be willing to ask the questions you need to have a fleshed-out enough picture to structure an effective, personalized value proposition.
Red Star Kim
JULY 11, 2022
There are lots of articles on internal communications, buy-in and stakeholder engagement. Modern CMOs see their role as guiding and inspiring thousands in their firms to communicate consistent brand values and messages. For example: Internal communication – Why, how and what (kimtasso.com).
Account Manager Tips
NOVEMBER 19, 2022
Introduce your value proposition and start with your conclusion. Introduce your value proposition and start with your conclusion. 5 to 10 words Accurate and specific Don't use articles like a , an , the Don't use conjunctions, like and use a comma instead. Keep it simple - who you are and why you're there.
Account Manager Tips
SEPTEMBER 15, 2022
Both laid out a complete blueprint to share your knowledge and educate the market on your value by understanding: Core values Strengths and weaknesses Unique value proposition Personality and image attributes Leadership attributes Positioning Competitive differentiation. I did some soul searching. Start with LinkedIn.
Account Manager Tips
SEPTEMBER 7, 2022
Both laid out a complete blueprint to share your knowledge and educate the market on your value by understanding: Core values Strengths and weaknesses Unique value proposition Personality and image attributes Leadership attributes Positioning Competitive differentiation. I did some soul searching. Start with LinkedIn.
Revenue Storm
FEBRUARY 15, 2022
In doing so, coach your team to tailor their value propositions to different organizations and people, which is guaranteed to create a slew of new opportunities to fill the pipeline…whether they reach the one meeting per week target or not! Activity Goal: One meeting with a new decision-maker each week.
Red Star Kim
OCTOBER 19, 2023
This article supplements the learning resources from the session. Accountants, lawyers, paralegals, patent attorneys and financial advisers (both professional advisors and dedicated business development professionals) joined me at an MBL workshop on telephone skills for client service and selling.
Gordian Business
SEPTEMBER 2, 2019
This is called an “all benefits” value proposition. Another way to describe it is as a shotgun value proposition, fire all 10 messages and hope that one of them works for your customer. One problem with the shotgun value proposition is it’s likely that most of the 10 benefits are similar to your competitors.
Flevy
FEBRUARY 21, 2024
This article discusses the significance of Market Analysis KPIs and how they can illuminate the path to strategic and operational excellence. Relevance : A low churn rate is indicative of a strong value proposition and customer satisfaction, while a high churn rate can signal the need for product or service improvements.
Revenue Storm
MARCH 14, 2023
Remember, our mission is to find the other buyers and influencers and broaden our value proposition. In a B2B sales environment, there are always multiple influences that will come into play from people who are not interested in price. They are driven by impact and improved metrics which go beyond just price.
5600 Blue
AUGUST 13, 2020
We announced our new and improved value proposition at sales kickoff. By and large the sales team didn’t make the transition but kept selling the old value proposition and solution. For a deeper dive and examples, please click here to access the full article. Financial incentives were put in place.
Red Star Kim
FEBRUARY 28, 2023
There were comments about the importance of the Employee Value Proposition (EVP) which is similar to the firm’s overall brand but with a focus on what value there is for potential employees. People want to join a winning team and to visualise their progression.
Mercuri International
MAY 23, 2023
There are numerous articles on the history, technology, and recent developments in artificial intelligence; however, the SAM’s understanding of the term has become more nuanced, particularly over the last few months. AI tools to augment the SAM: Collect value propositions from virtual sales meetings across the organization.
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