Red Star Kim
FEBRUARY 8, 2024
At the recent Business Development for Professionals – 2024 Virtual Conference – MBL Seminars I presented a session entitled “Supporting Fee-Earners in Sales Targeting”. Here is a summary of the sales targeting toolbox for professional services firms. So targeting is often more important and more challenging.
MTD Sales Training
NOVEMBER 2, 2018
How would they measure the value of any solution? Answers to these fundamental questions will help you articulate your value proposition. Your value proposition has to match and beat these needs. It has to articulate how you make the prospect’s business better or more profitable or more productive.
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Flevy
MARCH 30, 2022
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.” Profit Formula – For a business model to be viable, it must be able to make the company money.
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
NOVEMBER 1, 2023
At the recent PM Forum workshop on “Selling processes and sales skills for marketing and business development professionals” we focused on sales and selling challenges in professional services. Selling challenges in professional services: Sales processes and skills. Their fee-earners are often in the same boat.
Insightly
NOVEMBER 1, 2022
CRM Models: How They Can Boost Customer Profitability. With carefully segmented customers and a method for appealing to each group, you can attract and retain more lifelong customers and increase profits. That’s because adding value and consistently delighting customers increases customer retention and therefore profit.
Flevy
SEPTEMBER 19, 2023
Opportunities for profits and growth diminish as the market space becomes increasingly congested. ” A way for profitable and sustained growth is to distinguish the organization from the intense rivalry by establishing an unchallenged market arena—i.e., That is why such an environment is called “red oceans.”
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