Flevy

AUGUST 20, 2023

After identifying a customer group, organizations have to decide which of them they should target and how. It allows organizations to place different segments of customers to be targeted for a value proposition in appropriate quadrants. Competing in this cutthroat environment demands unique strategies.

Value Proposition 94

Value Proposition Digital Transformation Profitability Innovation 94

Brooks Group

APRIL 9, 2024

Bigger deals usually mean bigger committees, which present unique challenges compared to selling to an individual decision maker or even a small group. Key decision makers often include: C-Suite executives : High-level executives such as CEOs, CFOs, or CTOs who oversee strategic decision-making within the organization.

Value Proposition 93

Value Proposition Procurement Decision-making Stakeholders 93

Upland

AUGUST 29, 2023

It drives individuals and organizations to explore, evaluate, and invest in a product or service. Then, you can present your own solution and how it perfectly addresses their pain point. In phase one, you need to be very careful with your value proposition. Present your advantages transparently.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Flevy

MARCH 25, 2024

For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies. Each global consulting firm maintains an internal knowledge management library of consulting framework presentations.

Innovation 52

Innovation Value Proposition Stakeholders Organization 52

Flevy

NOVEMBER 8, 2022

Organizations turn to different sources of gaining Competitive Advantage and outperforming their rivals. The strategy that they are employing is to build a single formidable value proposition, based on a limited number of supporting competencies. Do you have newcomers taking up top positions at the organization?

Value Proposition 106

Value Proposition Digital Transformation Acquisition Innovation 106

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

Arpedio

FEBRUARY 22, 2024

Economic Buyer The economic buyer is the individual within the customer organization who holds the purse strings. By demonstrating an understanding of the customer’s pain points, sales professionals can build rapport, instill confidence, and drive value.

Value Proposition 52

Value Proposition Decision-making Sales Stakeholders 52

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.

Value Proposition 52

Value Proposition Co-Creation Marketing Account marketing 52

DemandFarm

OCTOBER 4, 2023

The success and future of any sales organization hinge on the cohesive planning and execution of each step, that is collectively known as sales opportunity management. The best and most effective sales opportunity plans are created and aligned around creating value for the buyer. Learn More: What are White Space Opportunities?

Value Proposition 52

Value Proposition Sales Negotiation Meetings 52

Account Manager Tips

MAY 25, 2021

Provides expertise and integration to create value the client can't achieve without you. As a result, organizations accelerated revenue and retention. You must align everyone in the supplier organization to your key account management strategy and put supporting processes in place. Value proposition. Burnett, K.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Arpedio

MARCH 13, 2024

Market Research and Analysis Identifying Target Audience and Segments : The first step in understanding the market is identifying the target audience—the individuals or organizations most likely to benefit from your product or service. Let’s explore the key components of crafting a compelling value proposition.

Value Proposition 52

Value Proposition Marketing Media Retail 52

Revenue Storm

JULY 13, 2021

we can start to understand which priorities our client organization will be focusing on in the coming year. 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. Present the business value we believe we can deliver.

Value Proposition 78

Value Proposition Procurement Suppliers Profitability 78

Hubspot Sales

MAY 24, 2021

If you don't, your core value proposition will come off as generic, making the dialogue around it impersonal and underwhelming. You want to come off as both actively interested in their organization and knowledgeable about the circumstances it operates under. That's why your value proposition has to be relevant and personal.

Value Proposition 135

Value Proposition Sales Communication Organization 135

Sales Outcomes

OCTOBER 16, 2023

Increased Competition : Most organizations plan to invest more in B2B digital marketing for 2024, so the prospect’s email inbox, LinkedIn, and social media feeds will likely get more crowded. Marketers must find ways to stand out through unique value propositions, highly targeted content, and innovative marketing strategies.

B2B 52

B2B Marketing Value Proposition Innovation 52

Arpedio

APRIL 3, 2024

It involves engaging with stakeholders at various levels of the organization to uncover opportunities and develop tailored solutions that align with the customer’s strategic objectives. Value Proposition Development: In solution selling, it’s essential to articulate the value proposition of the proposed solution clearly.

Value Proposition 40

Value Proposition Stakeholders Decision-making Organization 40

Flevy

SEPTEMBER 14, 2023

Organizations undergo different phases of development. The 3 Horizons framework directs the attention of an organization toward bolstering its existing portfolio as well as developing future revenue streams and business opportunities. Do You Find Value in This Framework? Averting common mistakes—e.g.,

Value Proposition 52

Value Proposition Artificial Intelligence Innovation Digital Transformation 52

PandaDoc

OCTOBER 21, 2022

This means it’s uniquely important to get the pricing right consistently and to use the proper tactics to present your prices to different audiences and decision-makers. In this article, we’ll talk about the ins and outs of successful pricing discussions and explain how you can present pricing to clients without risking losing a deal.

Negotiation 52

Negotiation Decision-making Software Software 52

Hubspot Sales

DECEMBER 28, 2021

Inbound sales organizations use a sales process that is personalized, helpful, and directly focused on prospects' pain points throughout their buyers journey. Transition into presentation mode when a buyer expresses interest. Deliver the same presentation every time and offer discounts to motivate buyers to purchase on their timeline.

Value Proposition 116

Value Proposition Sales Decision-making Prioritization 116

Flevy

JULY 18, 2022

Business Model Diversification allows creation of value, if managed astutely, and can aid managers enhance performance and expand the goal of the enterprise. At the foundation of any sustainable organization is its Business Model —the system of symbiotic organizational pursuits to generate and capture value.

Value Proposition 111

Value Proposition Banking Innovation Organization 111

SmartKarrot

JANUARY 20, 2021

These catchphrases contain the value proposition. A value proposition is something important for your website. A value proposition is one that supports communications to emphasize on the product, its value, features, target market, and benefits. What is a SaaS Value Proposition?

Value Proposition 10

Value Proposition Communication Onboarding Customer Success 10

Flevy

AUGUST 8, 2023

The enormous amount of data available today should have made it easy for organizations to capture what customers hope to achieve. JTBD Theory gives organizations the capability to create Products and Business Models that have a profound impact on their target market. Do You Find Value in This Framework?

Innovation 95

Innovation Value Proposition Digital Transformation Customer Experience 95

Flevy

MARCH 12, 2024

However, with the advancement of technology, competition is becoming intense, work cultures are improving, and the workforce is getting increasingly competent to create better value propositions. To understand the difference in organizations’ performance, the Resource-Based View (RBV) and VRIN is one of the most assuring methodologies.

Profitability 52

Profitability Value Proposition Decision-making Digital Transformation 52

Hubspot Sales

APRIL 19, 2019

There's nothing worse than getting through an entire sales presentation only to hear, "That was great, but I just need some time to think this over." As a result, many presentations are met with wishy-washy responses that drag along the sales process and waste valuable time. A sales deck is a slide presentation (e.g.,

Value Proposition 142

Value Proposition Sales Software Software 142

Flevy

DECEMBER 9, 2022

The Capabilities-driven Growth Strategy entails capitalizing on the organization’s current strengths, utilizing all possible ways—e.g., existing or adjacent markets, organic channels ( Marketing or Innovation ), or inorganic methods (Mergers & Acquisitions). A value proposition reverberating with what customers need.

Supply Chain 114

Supply Chain Value Proposition Digital Transformation Profitability 114

Arpedio

MARCH 26, 2024

Pre-sales strategy refers to the set of activities, processes, and methodologies that organizations employ to engage with potential customers before the actual sales transaction takes place. 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

Arpedio

FEBRUARY 22, 2024

Whether it’s to uncover specific pain points, present a tailored solution, or address objections, setting clear objectives helps maintain focus and drive meaningful conversations forward. 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

Arpedio

FEBRUARY 26, 2024

Unlike traditional sales approaches that cast a broad net across various prospects, TAS hones in on a select few accounts deemed most valuable and strategically significant to the organization’s objectives. As a result, organizations can achieve accelerated revenue growth and surpass their sales targets more consistently.

Value Proposition 52

Value Proposition Prioritization Stakeholders Energy and Utilities 52

Flevy

OCTOBER 2, 2023

The 9 building blocks include: customer segments , value propositions, channels, customer relationships, revenue streams, key resources, key activities, key partners, and cost. You can download an editable PowerPoint presentation on Lean Startup Methodology here on the Flevy documents marketplace.

Manufacturing 104

Manufacturing Value Proposition Digital Transformation Investors 104

Arpedio

FEBRUARY 20, 2024

Presentation: Presenting the company’s products or services to the prospect in a compelling and tailored manner. This involves highlighting key features, benefits, and value propositions that address the prospect’s needs and align with their goals. The post Sales Process – What is it?

Value Proposition 40

Value Proposition Negotiation Sales Facilitation 40

Hubspot Sales

AUGUST 14, 2023

Salespeople frequently undermine their chance of winning sales when they allow value leaks — instances where your email, proposal, word choice, presentation, or body language diminishes the perceived value of your solution — to creep into their sales processes. You drop the ball during sales presentations.

Negotiation 123

Negotiation Value Proposition Meetings Procurement 123

OnStrategyHQ

MARCH 26, 2024

So, what does that mean for your organization? The transformative power of AI for business is a tangible reality for organizations and companies to multiply their mission and gain a competitive edge. AI has changed everything – and there is no strategy without a clear approach for how AI will transform your organization.

Value Proposition 52

Value Proposition Artificial Intelligence Cybersecurity Decision-making 52

Flevy

MARCH 20, 2024

For consulting firms, these frameworks are part of the bread and butter that enable them to consistently deliver value to client organizations across industries and geographies. Each global consulting firm maintains an internal knowledge management library of consulting framework presentations.

Digital Transformation 52

Digital Transformation Digitalization Artificial Intelligence Government 52

Miller Heiman Group

APRIL 2, 2019

For accounts you’ve lost, you can conduct a similar internal review, based on information from your key relationships inside the customer’s organization. Your value proposition. Once you’ve lost a strategic account, you need to rely heavily on the relationships you built with the key players inside the customer’s organization.

Account Management 110

Account Management Value Proposition Management Suppliers 110

The Chapman Group

NOVEMBER 9, 2020

So how can your SAM organization take advantage of this situation? The Executive Sponsor is a C-Level employee at the supplier organization who is to be leveraged for knowledge, expertise, authority / influence and access to the C-Suite. At The Chapman Group, we call this an ECONOMIC VALUE PROPOSITION.

Account Management 148

Account Management Value Proposition Suppliers Meetings 148

Force Management

DECEMBER 14, 2023

Ensure that your company's message and your partner’s message are consistent Driving consistency between your organization's message and your partner's message are critical to support your customer's sales process. Do their marketing materials, sales tools, and presentation decks all have that same unified message?

Value Proposition 91

Value Proposition Negotiation Decision-making Leadership 91

Arpedio

MARCH 15, 2024

Presentation and Proposal: Presenting the proposed solution in a compelling and persuasive manner, highlighting its value and benefits to the prospect. Solution: Highlight key points of differentiation and tailor the value proposition to resonate with the prospect’s specific needs and priorities.

Value Proposition 52

Value Proposition Negotiation Sales Stakeholders 52

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. The authors emphasize answering the first question with real and unvarnished honesty about the organization’s strengths and weaknesses. What is a credible path to get there?

Customer Value 52

Customer Value Supply Chain Value Proposition Advertising 52