Cindy Barnes, Helen Blake, Tamara Howard

Selling Your Value Proposition (eBook, ePUB)

How to Transform Your Business into a Selling Organization

• Format: ePub

Produktbeschreibung

A value proposition is created from the combination of a company's products and services, and the value gained by the customer. It is used to drive better business, and is essential to success for any business - without it, companies are at risk of losing customers and being drowned out in crowded marketplaces. Selling Your Value Proposition is a practical, user-friendly guide to establishing a streamlined customer-centric selling process to communicate and express value propositions, enabling companies to convey their value-creating stories to customers consistently.

Featuring case studies and interviews with renowned business leaders and influencers, Selling Your Value Proposition demonstrates how value propositions adeptly position a business across a range of industries. The techniques and skills shared have all been honed through the authors' experience with more than 600 companies around the world, and clear, step-by-step guidelines will empower all readers to effectively focus their value propositions for competitive success.

Produktdetails

• Verlag: Kogan Page
• Seitenzahl: 232
• Erscheinungstermin: 3. Mai 2017
• Englisch
• ISBN-13: 9780749479923
• Artikelnr.: 49092024

Autorenporträt

Cindy Barnes, Helen Blake, Tamara Howard

Inhaltsangabe

• • Chapter - 00: Introduction;
  • Chapter - 01: How the World Has Changed;
  • Chapter - 02: Why Businesses Need a Value Proposition;
  • Chapter - 03: How to Develop a Value Proposition;
  • Chapter - 04: How to Translate a Value Proposition into a Sales Proposition;
  • Chapter - 05: The Sales Process;
  • Chapter - 06: The Sales Story;
  • Chapter - 07: Winning Business: the 10 Laws of Value Proposition Selling;
  • Chapter - 08: Creating the Selling Organization;
  • Chapter - Appendix 1: Value Proposition Workshop Survey Results;
  • Chapter - Appendix 2: Case Studies;

Rezensionen

"We are living in the Age of the Customer. Selling Your Value Proposition provides leaders with fresh, insightful advice on how to drive the customer-centric business transformation our new world requires. The time has come for every employee to join the sales team, and Barnes, Blake and Howard provide a blueprint with powerful case studies to arm leaders with what they need to get started tomorrow. A must-read book for the Transformational Leader of the Future." Cate Gutowski, VP Commercial Digital Thread, GE Digital