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?

Value Proposition 40

Value Proposition Supply Chain Communication Insurance 40

Red Star Kim

SEPTEMBER 8, 2023

The crux of marketing is to anticipate (and meet) client needs whilst maximising profit. Nudging and choice architecture also have a lot to contribute: Book review: Nudge: Improving decisions about health, wealth (kimtasso.com). Books on pricing? Which books would you recommend on professional services pricing?

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Red Star Kim

FEBRUARY 8, 2024

In the highly regarded business strategy book “Playing to Win: How Strategy Really Works” (by former leaders of Procter & Gamble Lafley and Roger) the strategy cascade process is broken down into five key questions. And targeting approaches and tools are helpful in promoting coaching conversations with fee-earners.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Arpedio

FEBRUARY 22, 2024

Enter value selling – a strategic mindset and approach that focuses on articulating and delivering the unique value proposition of a product or service to potential customers. What is a Value Selling Framework?

Value Selling 52

Value Selling Value Proposition Negotiation Prioritization 52

Sales Outcomes

FEBRUARY 19, 2024

A six or above indicates you have a better-than-average chance of shaping a value proposition and competing for a deal. The longer you wait to involve others, the more work is involved in getting others on board with your value proposition. Self-assess your prospect or deal on a scale of 1 to 10.

B2B 52

B2B Value Proposition Suppliers Sales 52

Red Star Kim

JUNE 15, 2023

no-data-entry CRM; relationship intelligence (ERM); revenue operations system; automatic capture of emails, meetings and referrals). Some firms provide templates of different types of KAM meeting types. (profit, growth and core legal services) How can Nexl help law firms execute their Strategic Account initiatives? (no-data-entry

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Hubspot Sales

JANUARY 19, 2023

You’ll learn more about prospects' problems and challenges and whether your product or service is a good fit, and you’ll make value propositions that demonstrate exactly how you can help them achieve their goals. Fine-tune your pitch for each lead and focus on how you provide value.

Value Proposition 102

Value Proposition Healthcare Sales Decision-making 102

Peter Simoons

MARCH 24, 2024

They follow the “executive” approach: one executive meets another and they feel their companies should work together. The best alliance partner selection process is the one that helps you to find the most optimal partner to realise your value proposition with. Let’s talk about Alliance partner selection! How easy can it be?

Value Proposition 52

Value Proposition Management Meetings 52

Red Star Kim

NOVEMBER 13, 2023

It was good to meet the private client lawyers – some recently promoted to head of department – for a workshop on “ Managing and growing your private client practice” earlier this month. 10 reasons why (kimtasso.com). kimtasso.com).

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Hubspot Sales

FEBRUARY 20, 2019

In order to sell someone, you first have to get them to book a meeting with you. You probably didn't even get the chance to pull out your attention-grabbing statistic or perfectly phrased value proposition before the call ended. Listen for their interest level once you communicate the purpose of the meeting.

Value Proposition 144

Value Proposition Meetings Sales Leadership Communication 144

Arpedio

FEBRUARY 22, 2024

Consultative selling meets this demand by putting the customer at the forefront, actively listening to their concerns, and co-creating solutions that address their pain points. This personalized approach demonstrates a genuine understanding of the prospect’s needs and enhances the perceived value of the solution.

Value Proposition 52

Value Proposition Prioritization Decision-making Communication 52

Red Star Kim

OCTOBER 19, 2023

17% Really high 39% High 50% Average Do you think your personality is mostly: Adapting to dog, cat and bear personalities – Better business relationships (kimtasso.com) 25% Dog 63% Cat 13% Bear Are you clear on your message (value proposition) when taking/making calls?

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Arpedio

FEBRUARY 22, 2024

By identifying and addressing the customer’s decision criteria, sales professionals can tailor their approach to meet the customer’s needs and preferences. By staying ahead of the competition, sales professionals can carve out a distinct advantage and win over customers with compelling value propositions.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

Arpedio

APRIL 3, 2024

Solution Design and Tailoring: Based on the information gathered during the discovery phase, sales reps collaborate with internal resources and subject matter experts to design tailored solutions that meet the customer’s specific requirements.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Arpedio

FEBRUARY 26, 2024

Ultimately, TAS empowers organizations to not only meet but exceed their revenue targets while delivering exceptional value to their most coveted clients. Engagement Planning: Developing personalized engagement plans for each target account, including tailored messaging, value propositions, and communication channels.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Red Star Kim

JANUARY 22, 2024

A chance encounter with Helen Kensett at a recent conference reminded me about her 2016 sales book. I’ve reviewed several books on selling (see the list below) and this one is different as, rather than focusing on the stages in the sales process, it provides pragmatic tips to help. My books are listed here Publications by Kim Tasso.

Value Proposition 130

Value Proposition Emotional Intelligence Sales e-Learning 130

Hubspot Sales

OCTOBER 14, 2019

Doing so empowers you to strategize so you can put forth tactics that will meet them where they are in the process. Meet face-to-face. Be crystal-clear about your value proposition. When engaging with prospective businesses, make sure you are clear on your offering’s unique value proposition.

B2B 137

B2B Value Proposition Decision-making Sales 137

Luminas Strategy

JANUARY 15, 2024

Strategic planning is a common organizational practice that, when done properly, will increase the likelihood that an organization will meet its goals. Many organizations unknowingly offering de facto customer or stakeholder value as if they are operating on autopilot. Together, you can become more profitable.

Customer Value 52

Customer Value Supply Chain Value Proposition Advertising 52

Nutshell

JUNE 5, 2020

Collaborating with a creative team of editors, writers, and illustrators, they developed a custom, Batman-spoof style comic book called T-Man and Gums. And within a few days, a meeting was set and GumGum won the account. . Question: You have a strong product, an understanding of your market, and a compelling value proposition.

Procurement 96

Procurement Value Proposition B2B Decision-making 96

Arpedio

MARCH 15, 2024

Book demo Understanding Strategic Selling Strategic selling is more than just a sales technique; it’s a mindset and approach that revolves around building strong, long-term relationships with customers and delivering tailored solutions to address their specific needs and challenges.

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

Zendesk

AUGUST 22, 2023

How to find product-market fit How to measure product-market fit Product-market fit examples Reaching product-market fit and what comes next Zendesk Customer Experience Trends Report Product-market fit definition Product-market fit describes the positioning of a product or service within its target market to meet its audiences’ needs.

Value Proposition 52

Value Proposition Marketing Customer Experience Finance 52

Arpedio

MARCH 26, 2024

Customizing Solutions: A well-executed pre-sales strategy enables businesses to develop customized solutions that meet the unique needs and requirements of each customer. By understanding customer pain points and objectives, organizations can tailor their offerings to deliver maximum value and relevance.

Value Proposition 52

Value Proposition Prioritization Sales Organization 52

Red Star Kim

MARCH 6, 2023

This short article explains why humans are so good at noticing patterns (and even better than AI algorithms) and outliers: Why the Human Brain Is So Good at Detecting Patterns | Psychology Today Join the dots We take our data, information and insights and talk to people in our firm in meetings and workshops. The golden circle (another dot?)

Strategic Thinking 130

Strategic Thinking Cybersecurity Digitalization Stakeholders 130

Account Manager Tips

AUGUST 9, 2022

At some point they meet a seller who believes they have the solution. Differentiated my value proposition. From the book 5-Minute Selling: The Proven, Simple System That Can Double Your Sales. This book is for you. To get that momentum back, I go over my process and see what I've missed. How much time do you need?

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130

Account Manager Tips

AUGUST 10, 2021

So it's best to ask in person (phone, meeting, Zoom) where it's easier to do some persuading. Would you be open to setting aside some time so I can explain our value proposition? Offer a call or meeting to explain in more detail. Example referral email "George Smith, meet Nancy Cates. It sure does!) Say thank-you.

Decision-making 240

Decision-making Account Management Value Proposition Brainstorming 240

Account Manager Tips

SEPTEMBER 15, 2022

And then, by good fortune, I stumbled across two books: BrandingPays: The Five-Step System to Reinvent Your Personal Brand by Karen Kang CareerKred: 4 Simple Steps to Build Your Digital Brand and Boost Credibility in Your Career by Ryan Rhoten. These books changed the trajectory of my life (no exaggeration). I did some soul searching.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

Account Manager Tips

SEPTEMBER 7, 2022

And then, by good fortune, I stumbled across two books: BrandingPays: The Five-Step System to Reinvent Your Personal Brand by Karen Kang CareerKred: 4 Simple Steps to Build Your Digital Brand and Boost Credibility in Your Career by Ryan Rhoten. These books changed the trajectory of my life (no exaggeration). I did some soul searching.

Key Account Management 130

Key Account Management Account Management Management Media 130

Sales Outcomes

MAY 16, 2022

A six or seven indicates you have a better than average chance of shaping a value proposition and competing for a deal. The longer you wait to involve others, the more work involved in getting others on board with your value proposition. Use Calendaring Tools to book meetings faster and reduce email back-and-forth .

Value Proposition 52

Value Proposition Sales Suppliers Decision-making 52

Hubspot Sales

MAY 10, 2022

They’ve never spoken with you on the phone, heard your value proposition, or even given much thought to your product offerings. You can foster a much more personal connection, articulate your value proposition, and have the opportunity to hear about your prospects’ pain points. Confirming a call or meeting.

Value Proposition 98

Value Proposition Sales Communication Meetings 98

Red Star Kim

MAY 11, 2023

So here’s a book review – Managing Brands which will provide an overview and revision aid to students. Towards the end of the post is a review of a classic brands book “ Brand Leadership” By David A Aaker and Erich Joachimsthaler which I published some time ago. It’s interesting to see how brand management has developed.

Management 130

Management Co-Creation Publishing Leadership 130

Red Star Kim

JULY 11, 2022

Research at Cranfield shows that successful marketers make a major contribution to corporate wealth by understanding markets, doing proper needs-based segmentation , developing quantified value propositions , competitive analysis, portfolio analysis and managing marketplace risk, all encapsulated in a strategic marketing plan.

Innovation 130

Innovation Marketing Stakeholders Value Proposition 130

Hubspot Sales

JUNE 1, 2018

Have a concise value proposition. HubSpot Meetings lets buyer book open slots on your calendar instantly. Since you’re already in the mindset of the exploratory call, spend that reclaimed hour prepping for other exploratory calls you have booked that week. Eliminate administrative tasks. Be prepared to pivot.

Management 111

Management Value Proposition Sales CRM 111

Hubspot Sales

AUGUST 21, 2023

Push your value proposition. Landing the First Meeting: Introduction Email to Potential Clients This email would be used as an initial introduction to your company. The key is immediately establishing your expertise and asking for the meeting reasonably early. Hi [Prospect], [Your name] with [your company].

Sales 98

Sales Decision-making Value Proposition Meetings 98

Hubspot Sales

APRIL 12, 2023

That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. For a sales development rep, those could be meetings scheduled and sales accepted opportunities. Let’s say your annual target is $70 million in bookings, and your average deal size is $35,000. $70

Management 121

Management CRM Sales Software 121

Peter Simoons

DECEMBER 23, 2020

Every other week a tip from the book will be shared, in the weeks in between I will publish my regular column. If you prefer to read the tips in the ebook faster rather than wait a full year then click here to purchase your own copy of the book. Ensure a three-way value proposition. Introduction part 2.

Value Proposition 52

Value Proposition Stakeholders Publishing Communication 52

Brooks Group

JUNE 7, 2022

Misaligned Values. Value propositions need to be challenged on a regular basis these days. You accomplish that by providing value. Not Understanding The Value Formula. In my new book Agile & Resilient: Sales Leadership for the New Normal, my co-author Russ Sharer and I discuss The Value Formula.

Supply Chain 75

Supply Chain Value Proposition B2C Sales Training 75

SalesGlobe

MARCH 16, 2023

There are two ways to address both of these challenges: Pay-for-performance and the Employee Value Proposition (“EVP”). Instead, it is important to create pay-for-performance plans that meet the expectation of the varying roles. Pay for Performance One obvious way to keep employees motivated is through their pay.

Supply Chain 52

Supply Chain Value Proposition Manufacturing Innovation 52