Brooks Group

FEBRUARY 10, 2025

Since 2010, the average buying group has grown from three to four decision makers to six to 10 according to research by Gartner. Theres a greater need for consensus-building and for value propositions that speak to a wider range of roles. 77% of B2B buyers report their last purchase was complex, involving multiple stakeholders.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

Hubspot Sales

FEBRUARY 4, 2020

However, what worked to build new companies in the 2010’s isn’t necessarily the best course of action in 2020 and beyond. A well thought-out business model canvas should include the following elements: Value proposition — The main concept or objective of your business. Scaling a company doesn’t have to be a destructive process.

Value Proposition 118

Value Proposition Suppliers Innovation Business Planning 118

Red Star Kim

SEPTEMBER 8, 2023

To keep things balanced, Ronald J Baker (US accountant) wrote “Implementing value pricing – a radical model for professional firms” in 2010. Differential pricing is rarely discussed in professional services although it is often implicit in key account management. Many law firms have participated in his pricing training programmes.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

Red Star Kim

FEBRUARY 21, 2024

These questions address the components of a value proposition (valuable, differentiated and substantiated). – Kim Tasso March 2010 How do you close a sale? Why act now? Why trust us? You might use the “So what?” question to help you translate features into benefits. Questioning skills) appeared first on Kim Tasso.

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

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.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

Red Star Kim

JANUARY 22, 2024

It helps with developing the value proposition by considering three buckets: How your service is the same as competitors? How it is better than competitors? In what ways is it (or will be) game changing? In the middle of the bow tie note what correlates between the buyer and your offer.

Value Proposition 100

Value Proposition Emotional Intelligence Sales e-Learning 100

Red Star Kim

NOVEMBER 1, 2023

A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence. Whilst most digital marketing methods support lead generation, converting interest into a commitment to meetings requires preparation, skill and persistence.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130