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
PM Conference Report 2022: Strategy implementation, Employer Value Propositions (EVP), Storytelling and Client Feedback
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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Sales Value Proposition: How to Build and Deliver a Powerful SVP
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.
The four pillars of a powerful customer value proposition
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.
4 Outstanding Value Proposition Examples to Consider
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?
Pitching, differentiation and competitor analysis
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?
Sales Targeting Toolbox for Professional Services Firms
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.
Business Model Innovation (BMI): Business Model Journey
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.
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Strategy case studies and more matrices
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).
How We Can Align our Corporate Strategy and Supply Chain Strategy
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.
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What is Buying Intent?
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.
Why are questions so important? (Questioning skills)
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?
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Internal Referrer Management – Employee Communication and Alumni Programmes
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 (..)
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It’s All About Winning… but for Who?
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.
Nine insights: Sales processes and selling skills for targeting and meetings
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).
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The Power of Account-Based Marketing: A Thales Case Study
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.
14 Questions for B2B Client Retention
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?
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Navigating Fierce B2B Competition
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.
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Defining a Sales Account Plan Strategy
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.
22 tips on being a persuasive writer in professional services
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?
What is B2B Sales?
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.
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AI Washing: AI or not AI, That is the Question
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.
Does Your Strategic Planning Process Incorporate Customer Value?
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.
Why sellers don’t ‘get’ your marketing message – and what to do about it
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.
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8 Mistakes That Destroy Credibility With Prospects (& How to Avoid Them)
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.
Key issues in Marketing and Business Development Planning: Engage, Analyse, Expand, Innovate and Measure
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).
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5 Times You Shouldn’t Apologize To Your Client
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.
Why Smart Key Account Managers Build a Personal Brand
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.
Sales Leaders: Are You Executing These Five Q1 Must Do’s?
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.
Telephone call challenges: Emotions, data, selling and follow up
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.
Are you just the same?
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.
Six Buyer Excuses and How to Respond
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.
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#1 Reason Strategic Initiatives Fail at the Deal Level
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.
KPI Management: Digital Transformation Strategy KPIs
Flevy
FEBRUARY 26, 2024
This article explores the key KPIs associated with Digital Transformation Strategy, highlighting their role in facilitating informed decision-making and effective strategy implementation. Here are other KPI Strategy and KPI Management articles we’ve published: Principles of KPI Selection. Principles of KPI Maintenance.
How to (ethically) steal your prospect?s attention: 5 ultra-creative sales case studies
Nutshell
JUNE 5, 2020
He concludes with a quick value proposition and then shouts-out existing customers in Atlanta that the prospect would know. . Question: You have a strong product, an understanding of your market, and a compelling value proposition. Join 25,000+ other sales professionals and get our best articles delivered to your inbox.
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Key Account Management (KAM) – Research companies, use KAM technology and maintain momentum
Red Star Kim
JUNE 15, 2023
Financial information, adverse filings, directors and managers, financial strength metrics such as credit scores and ratings and CCJs, shareholders, subsidiaries and branches, company structures and the corporate family, M&A activity and rumours, industry descriptions, SIC codes and research, news articles from various high profile sources.
How to define a strong KAM Training Path
KAM With Passion
JUNE 20, 2021
This article focuses on individual competencies, especially those of the Key Account Managers. Other articles on this blog explore the collective KAM capabilities an organisation must develop to be successful with KAM. If possible, it should also cover the definition of one or several Account-specific Value Proposition.
Account Based Marketing interview by Pfizer COE
Cosawi
JULY 14, 2021
Key Account Managers together with skilled marketing professionals are the central duo, the perfect partnership to deliver an effective and successful Account Value Proposition (AVP) and ultimately bring about value for the account and improvements for patients. Download the Full Article PDF Here.
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Pay in the Skilled Trade Industry
SalesGlobe
MARCH 16, 2023
In an article written in January of this year, it was noted that the global HVAC system market size is projected to reach 217.5 There are two ways to address both of these challenges: Pay-for-performance and the Employee Value Proposition (“EVP”). billion in U.S. dollars by 2025, growing at a CAGR of 6.6%.
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THE 10-K FILING: THE MOST IMPORTANT DOCUMENT THAT SAMS NEVER READ
Strategic Account Management Association
APRIL 5, 2021
In the age of convenience, where same-day deliveries have become the gold standard and news articles are now conveniently timed down to the second, our need for accurate and concise information has never been more pressing. Align your value proposition with concerns divulged in the 10-K, and don’t mention “the money.”
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HR and the CHRO Could be Your Best Sales Opportunity
Revenue Storm
MAY 10, 2022
Our client could sell their ERP software with a Level 2 Value Proposition to IT or Operations, or even Finance, and talk about how automating processes would help bring efficiencies and cost savings. As a result, their people were oftentimes working late hours performing manual processes.
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Attention Sales Leaders…These Three Blind Spots Could Be Holding Back Your Sales Team!
Openview
JANUARY 24, 2019
Editor’s Note: This article first appeared on LinkedIn here. . “Know thy value, know thyself.” ” Sales professionals add compelling value. The question for sales leaders, how many of your sales reps can clearly and concisely articulate their value proposition? Quick exercise.
What is a Prospect?
Arpedio
DECEMBER 20, 2023
In this article, we will explore the definition of a prospect, discuss ways to identify and qualify prospects, and highlight techniques for leveraging them to achieve business growth. By crafting compelling messaging and value propositions, sales professionals can increase the likelihood of converting prospects into paying customers.
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