Insightly

MARCH 23, 2021

If you sell books, people buy them because they want something to read. People looking for a new book could go to your bookstore, or they could go to a library. Your company, product, customer, and price point all contribute to your value proposition. Value proposition definition. Here’s why.

Value Proposition 59

Value Proposition Finance Software Software 59

Hubspot Sales

APRIL 1, 2020

Here is a breakdown of the easiest and hardest campaigns I have taken part in to book sales appointments with various clients. This information is compiled from my time at TRO Lead Generation and Cobalt Iron using email marketing, social media, digital ads, and other strategies to book sales appointments. Client referrals.

Decision-making 119

Decision-making Small Business Sales Value Proposition 119

Hubspot Sales

APRIL 16, 2019

Let's dive into some of the best tips and tools for finding when to meet and book meetings. Communicate value. What does the individual have to gain from booking a meeting with you? Make sure the value of the meeting is clear. So, how can you balance your schedule and find the best time to meet with others? Meeting Tips.

Meetings 101

Meetings Value Proposition Prioritization CRM 101

Hubspot Sales

JULY 22, 2024

They need to receive a “cold call” from you, where you introduce yourself and your services and make your value proposition clearer. At [your company name], we work with people like you to help with [value proposition 1, value proposition 2, and value proposition 3.]

Value Proposition 111

Value Proposition Decision-making Software Software 111

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 is more information on branding theory Book review – Managing Brands (kimtasso.com).

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Red Star Kim

FEBRUARY 16, 2023

They used the eight step process of John Kotter in his book “Leading Change”. Renewing business strategy – Case study at Fox Williams Jane Biddell shared the strategy review journey for Fox William (law firm) in PM magazine in Jan/Feb 2023. Urgency was driven by the timing of a one day partner conference scheduled for November 2021.

Value Proposition 130

Value Proposition Government Facilitation Profitability 130

Account Manager Tips

NOVEMBER 19, 2022

Introduce your value proposition and start with your conclusion. Dan Roam, in his outstanding book Show and Tell , describes the story lines of three different presentations – each delivers some sort of transformation. Introduce your value proposition and start with your conclusion. The hook (2 minutes).

Value Proposition 246

Value Proposition Decision-making Shareholders Government 246

Account Manager Tips

AUGUST 31, 2022

When clients say "price" they really mean value How to differentiate through value Steps to stand out from the competition World Letter Writing Day Workshop: How to successfully execute a negotiation strategy In other news Quote of the week. A differentiated value proposition is the first step of transforming ideas into results.

Value Proposition 130

Value Proposition Negotiation Key Account Management B2B 130

Hubspot Sales

JUNE 26, 2018

People want to be told a story, to understand how your value proposition is going to mesh with their business and enhance it. Step 2: A value proposition. Summarize the value of your promise to deliver to prospects, and explain why they should buy from you. How you accomplish that is up to you. What do you do?

Value Proposition 112

Value Proposition Sales Decision-making Communication 112

Hubspot Sales

FEBRUARY 20, 2019

In order to sell someone, you first have to get them to book a meeting with you. You probably didn't even get the chance to pull out your attention-grabbing statistic or perfectly phrased value proposition before the call ended. What's the best way to book time on your calendar? " Communicate the value of the appointment.

Value Proposition 144

Value Proposition Meetings Sales Leadership Communication 144

Hubspot Sales

JANUARY 19, 2023

You’ll learn more about prospects' problems and challenges and whether your product or service is a good fit, and you’ll make value propositions that demonstrate exactly how you can help them achieve their goals. Fine-tune your pitch for each lead and focus on how you provide value.

Value Proposition 130

Value Proposition Healthcare Sales Decision-making 130

Red Star Kim

FEBRUARY 21, 2024

Strategy) And in the great book by the former leaders of P&G “ Playing to win” they argue strategy is the answer to these five interrelated questions: What is your winning aspiration? leader’s guide to negotiation – book review (kimtasso.com) Author Simon Horton tackles questions in negotiations from a variety of perspectives.

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Account Manager Tips

SEPTEMBER 7, 2022

A single value proposition can’t appeal to all your clients. A differentiated value proposition is the first step of transforming ideas into results. Adapted from: Maximizing Value Propositions to Increase Project Success Rates Remember: you don’t have to be the best. What does your client want to achieve?

Value Proposition 130

Value Proposition Key Account Management Negotiation Account Management 130

Red Star Kim

SEPTEMBER 8, 2023

Nudging and choice architecture also have a lot to contribute: Book review: Nudge: Improving decisions about health, wealth (kimtasso.com). Books on pricing? To keep things balanced, Ronald J Baker (US accountant) wrote “Implementing value pricing – a radical model for professional firms” in 2010.

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

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?

Value Proposition 40

Value Proposition Supply Chain Communication Insurance 40

Hubspot Sales

OCTOBER 14, 2019

Be crystal-clear about your value proposition. If you’re going to sell to a multi-million dollar business, you’d better be prepared to quickly and clearly articulate your value proposition. When engaging with prospective businesses, make sure you are clear on your offering’s unique value proposition.

B2B 138

B2B Value Proposition Decision-making Sales 138

Red Star Kim

OCTOBER 24, 2022

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). While none of the delegates’ firms were actively using personas to drive targeting, they all recognised their value.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Account Manager Tips

OCTOBER 11, 2021

Doesn't understand their value proposition A bad key account manager relies on marketing for messaging. And so they're unable to convince clients of their value. Do this instead: Do research to better understand your competitive advantage and value proposition. You'll also avoid overlooking anything important.

Account Management 246

Account Management Key Account Management Management Suppliers 246

Hubspot Sales

JULY 20, 2020

Understand your product and its value proposition. You also have to pinpoint and reliably articulate your product's value proposition. Having appointments on the books and checking in with prospects to affirm those meetings are still on will always be an asset to any direct selling effort.

Value Proposition 138

Value Proposition Sales Manufacturing Retail 138

Better Ways Sales Strategies

JANUARY 3, 2020

Every organization I’ve had the privilege of working with over the past 20 years can tell me some version the value proposition that they provide to their clients and prospects (I’ll use these terms, ‘client’ and ‘prospect’ interchangeably throughout this document). Which is helpful…but not enough.

Value Proposition 40

Value Proposition Decision-making Stakeholders Sales 40

Red Star Kim

FEBRUARY 8, 2024

In the highly regarded business strategy book “Playing to Win: How Strategy Really Works” (by former leaders of Procter & Gamble Lafley and Roger) the strategy cascade process is broken down into five key questions. And targeting approaches and tools are helpful in promoting coaching conversations with fee-earners.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

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 (..)

Communication 130

Communication Management Value Proposition Stakeholders 130

Red Star Kim

NOVEMBER 1, 2023

Selling Basics – Detectives and DMUs (Video) and recommended books (kimtasso.com) Client research and listening projects may struggle to keep up with such large and diverse contact networks. A challenging role requiring deep insight into potential clients and value propositions as well as a great deal of confidence.

Key Account Management 130

Key Account Management Account Management Value Proposition Client Relationships 130

Red Star Kim

AUGUST 14, 2023

Presentation skills – TED Talks Chris Anderson book review (kimtasso.com). Some people refer to a value proposition – what are you offering? Others rely on respected style guides such as The Economist Style Guide: 12th Edition: Amazon.co.uk: The Economist, Wroe, Ann: 9781781258316: Books. This ensures consistency.

Artificial Intelligence 130

Artificial Intelligence Value Proposition Media Emotional Intelligence 130

Account Manager Tips

AUGUST 14, 2022

Key account managers: identify and qualify opportunities align value propositions propose solutions understand buying decisions negotiate and close deals Just like sales people. 10 Best Books Every Key Account Manager Should Read. If a course isn't your thing, how about a book? Nothing could be further from the truth.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

Account Manager Tips

AUGUST 10, 2021

Would you be open to setting aside some time so I can explain our value proposition? Resources Follow Up and Close the Sale: Make Easy (and Effective) Follow-Up Your Winning Habit The fortune is in the follow up and this book lays out a complete strategy along with scripts to help you nurture your pipeline and close those deals.

Decision-making 240

Decision-making Account Management Value Proposition B2C 240

Red Star Kim

NOVEMBER 13, 2023

This American book talks you through the strategy development process for a fictious law firm become the firm of choice – strategy development (kimtasso.com) One delegate asked for business plan templates – and the post I just mentioned explains why templates are not always a good idea. 10 reasons why (kimtasso.com). kimtasso.com).

Business Planning 147

Business Planning Emotional Intelligence Marketing Management 147

Hubspot Sales

JUNE 1, 2018

Have a concise value proposition. HubSpot Meetings lets buyer book open slots on your calendar instantly. Since you’re already in the mindset of the exploratory call, spend that reclaimed hour prepping for other exploratory calls you have booked that week. Have a concise value proposition. Swallow the frog.

Management 112

Management Value Proposition Sales CRM 112

Nutshell

JUNE 5, 2020

Collaborating with a creative team of editors, writers, and illustrators, they developed a custom, Batman-spoof style comic book called T-Man and Gums. He concludes with a quick value proposition and then shouts-out existing customers in Atlanta that the prospect would know. . The rap was a success. You also have no network.

Procurement 96

Procurement Value Proposition B2B Sales 96

Red Star Kim

JUNE 15, 2023

64% KAM/ABM processes for the firm 36% KAM/ABM processes for specific clients Where do you see your main KAM role at present?

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Hubspot Sales

JUNE 5, 2023

Daniel Ariely’s book Predictably Irrational takes a deep dive into the way and extent to which human emotions play a role in decision-making — often resulting in irrational decisions. For example, he calls out that emotions can impact a buyer’s perception of value and their willingness to take risks. Take down some notes as they speak.

Value Proposition 126

Value Proposition Decision-making B2B Sales 126

Hubspot Sales

JUNE 22, 2018

Instead, create value proposition statements that demonstrate your knowledge of your prospect's business drivers. JK : Prospects will respond to you at higher rates if they think you can deliver quantifiable business value. Download Jill's Value Proposition Kit.). If so, make this clear in your message.

Value Proposition 112

Value Proposition Sales Decision-making eCommerce 112

Peter Simoons

JUNE 1, 2021

Strategic Objectives/Imperatives How are you creating value? For what target customer are you creating value? Every other week a tip from the book will be shared, in the weeks in between I will publish my regular column. I am publishing my ebook “25 tips for successful Partnerships and Alliances” in parts here on my website.

Business Planning 92

Business Planning Value Proposition Publishing Organization 92

Red Star Kim

JUNE 7, 2023

Marketing strategy is the most undervalued skill by businesses, marketers say (marketingweek.com) Value Disciplines: Customer Intimacy, Product Leadership and Operational Excellence When discussing value propositions and competitive positioning at the workshop, we considered the relevance of Treacy and Wiersema’s three strategic choices.

Artificial Intelligence 130

Artificial Intelligence Transportation Digital Transformation Innovation 130

Red Star Kim

DECEMBER 14, 2022

STAR for digital marketing Book review: Build your digital marketing strategy by Steve Brennan (kimtasso.com). Sectors and services matrix Malcolm McDonald on value propositions – How to develop them (kimtasso.com). Book review: Coaching skills: A handbook by Jenny Rogers (kimtasso.com). Harness Marketing Analytics.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

Red Star Kim

OCTOBER 19, 2023

17% Really high 39% High 50% Average Do you think your personality is mostly: Adapting to dog, cat and bear personalities – Better business relationships (kimtasso.com) 25% Dog 63% Cat 13% Bear Are you clear on your message (value proposition) when taking/making calls?

Emotional Intelligence 130

Emotional Intelligence Value Proposition Decision-making Digitalization 130

Account Manager Tips

AUGUST 9, 2022

Differentiated my value proposition. From the book 5-Minute Selling: The Proven, Simple System That Can Double Your Sales. This book is for you. Explored opportunities and potential solutions and how they achieve client's business outcomes. Evaluated competitors and how you rank and have talk tracks for gaps. Learn more.

Negotiation 130

Negotiation Value Proposition Brainstorming Suppliers 130