Strategic Account Management Association

APRIL 5, 2021

You have had a successful meeting if: You have presented the CXO with new (and relevant) information that provides them with value You have received information from the executive that illustrates not only a plan of action but continued access to the executive You have to do something for the CXO and the CXO has to do something for you. “OK,

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Sales Outcomes

JUNE 13, 2022

An initial value proposition enables salespeople to effectively communicate the value (business case) of a potential solution in a manner that accelerates the sales cycle. After introducing the initial value propositions, the Zoom meeting was silent for several minutes. How did you calculate that? Adaptable 4.

Value Proposition 52

Value Proposition Finance B2B Software 52

Brooks Group

FEBRUARY 10, 2025

Theres a greater need for consensus-building and for value propositions that speak to a wider range of roles. Your sales professionals are no longer presenting to a few players; theyre now performing for a panel of diverse stakeholderseach with their own expectations, requirements, and priorities.

B2B 76

B2B Emotional Intelligence Value Proposition Stakeholders 76

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?

Value Proposition 130

Value Proposition Innovation Marketing Media 130

Account Manager Tips

MAY 25, 2021

Value proposition. Create a differentiated value proposition for key accounts. Burnett, K. Strategic Customer Alliances. London, UK: Pitman. In other words, spend more of your time and resources on the clients with the best growth potential. Otherwise, your strategy will be in trouble.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Sales Gravy

FEBRUARY 6, 2025

Tip: Focus on the "We do X that solves Y" formula for a clear value proposition. Your landing pages should immediately highlight the problem your customer faces and present your solution in a simple, jargon-free manner. Tip: Focus on the "We do X that solves Y" formula for a clear value proposition.

Value Proposition 72

Value Proposition Sales Profitability Digitalization 72

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

Upland

AUGUST 29, 2023

Then, you can present your own solution and how it perfectly addresses their pain point. From there, you’ll have to align these solutions with their objectives to ensure a favorable buying intent. Buyers seek reassurance that they will receive adequate assistance post-purchase to maximize the value of the SaaS product.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Hubspot Sales

NOVEMBER 1, 2018

Branding plays an essential role in a business' development and consistent brand presentation increases revenue up to 23%. When consumers visit your company website, view an ad, or check out your Twitter page, each piece of content should clearly communicate the business' core values and brand. How to Write a Positioning Statement.

Food and Beverage 143

Food and Beverage Value Proposition Innovation Decision-making 143

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.” The focus is on the key elements that create value for the customer and the company. Creating Innovation.

Innovation 111

Innovation Value Proposition Profitability Customer Value 111

Hubspot Sales

FEBRUARY 10, 2025

Anyway, this week's edition of The Pipeline covers some key mistakes experts say you need to avoid when prospecting.

Value Proposition 98

Value Proposition Logistics Sales Marketing 98

Hubspot Sales

JUNE 26, 2018

The sales presentation is where a huge part of this work gets done. Though you’ll be speaking with your prospects about different concerns and questions on the phone, a sales presentation may be the best chance you have to put all your cards on the table and demonstrate exactly why your service is perfect for the prospect.

Value Proposition 112

Value Proposition Sales Decision-making Communication 112

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.] Anticipate objections.

Value Proposition 111

Value Proposition Decision-making Software Software 111

Flevy

MARCH 8, 2022

Value Players. Each archetype is characterized by its Customer Value Proposition. This is achieved by first dissecting its Value Proposition into the relevant Strategic Archetypes; and then by identifying those Supply Chain Models most relevant to its Strategic Archetypes. These are: Innovators. Premium Players.

Supply Chain 111

Supply Chain Value Proposition Procurement Manufacturing 111

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. That's why your value proposition has to be relevant and personal. If you can do that, they'll be in the best possible position to hear and entertain your value proposition.

Value Proposition 135

Value Proposition Sales Communication Organization 135

Flevy

JANUARY 31, 2022

Mature markets, where the customer base begins to stagnate, call for structured Organic Growth founded on a superior Customer Value Proposition (CVP). Customer Value can be articulated by the equation: Customer Value = (Product Performance + Service Delivered + Image) / Price Paid. Do You Find Value in This Framework?

Value Proposition 97

Value Proposition Customer Value Banking Innovation 97

Hubspot Sales

FEBRUARY 21, 2025

In reality, you need to nurture and push value propositions on all sides with personalized angles to each stakeholder in detail and nurture relationships with multiple decision-makers. Create industry-specific value propositions. Your value proposition should address the following: Common industry pain points.

Value Proposition 59

Value Proposition Stakeholders Decision-making Prioritization 59

Red Star Kim

FEBRUARY 16, 2023

At the November 2022 partner conference, sector heads presented their growth plans. By the partners conference in May 2022, there were well-developed recommendations from two work streams and outlines for the others.

Value Proposition 130

Value Proposition Government Facilitation Profitability 130

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. Tyre says, “Moving the number of touches from four to even 6-8 can have a positive impact.”

Value Proposition 130

Value Proposition Healthcare Sales Decision-making 130

Hubspot Sales

MARCH 23, 2018

Create Your Personal Value Proposition. Lastly, he presented his value proposition (more on that below). This will impress future employers and do more to demonstrate your value than a static “endorsement,” which anyone can submit. Your Professional Value Proposition. How to Get a Sales Job?

Value Proposition 106

Value Proposition Healthcare Sales Construction 106

Hubspot Sales

DECEMBER 28, 2021

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. Personalize the presentation to each buyer and adjust the sales process to the buyer's timeline. Inbound Salespeople.

Value Proposition 119

Value Proposition Sales Decision-making Prioritization 119

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”. But considers the triggers (or green flags) that would indicate a target and filters (or red flags) which would suggest no action at present.

Value Proposition 130

Value Proposition Key Account Management Digitalization Sales 130

PandaDoc

OCTOBER 4, 2019

If you can’t clearly communicate your value proposition through a well-written and well-delivered presentation, you’re never going to land the sale. That’s why they invest in improving their proposal development and presentation skills in order to avoid the common mistakes too many sellers fall victim to.

Value Proposition 72

Value Proposition Digitalization Meetings Software 72

Hubspot Sales

JULY 20, 2020

It usually entails a direct salesperson conducting a presentation in front of a group of prospects in someone's home. Understand your product and its value proposition. You also have to pinpoint and reliably articulate your product's value proposition. What problem will your product address?

Value Proposition 138

Value Proposition Sales Manufacturing Retail 138

Miller Heiman Group

APRIL 2, 2019

Your value proposition. Make Sure Your Value Proposition Is Mutually Beneficial. To be the seller your buyer wants, it’s essential that you revisit your value proposition. Soon after, he brought Miller Heiman Group in to present solutions to his team. Make your value proposition mutually-beneficial.

Account Management 110

Account Management Value Proposition Management Suppliers 110

Flevy

NOVEMBER 8, 2022

The strategy that they are employing is to build a single formidable value proposition, based on a limited number of supporting competencies. In order to compete with Supercompetitors, other players need to reorganize their portfolio, thoroughly evaluate the industry, and focus on the value propositions they excel in.

Value Proposition 106

Value Proposition Digital Transformation Acquisition Innovation 106

Brooks Group

OCTOBER 14, 2024

Value Articulation Craft compelling value propositions tailored to each customer. Practice using narratives to illustrate product value in sales presentations. Practice communicating ROI and long-term benefits to create cross-sell and upsell opportunities.

Emotional Intelligence 70

Emotional Intelligence Negotiation Sales Training Construction 70

ProlifIQ

DECEMBER 18, 2024

Set A Consistent Standard for Account Plans & Data Capture AI presents an opportunity to set a consistently high standard for the research, insights, and points of view that go into an account plan. With AI, you can establish controls and prompts to ensure the output represents your brand and business well.

Account Planning 52

Account Planning Management Value Proposition Account Management 52

Hubspot Sales

MARCH 8, 2019

Before your startup is ready to launch, you need to think carefully about your brand and the image you'll present to consumers. Before deciding on a name, you should have a clear idea of your business' mission, goals, target audience, and value proposition. So, how can you stand out from your competitors?

Value Proposition 145

Value Proposition eCommerce Brainstorming Healthcare 145

The Chapman Group

NOVEMBER 9, 2020

Let me first tell you what NOT to bring to a meeting with a C-Level executive…a canned presentation. What you need to focus on instead is quantifying the value (how you are going to help their organization be more successful) you provide to their organization, preferably illustrated in economic terms.

Account Management 148

Account Management Value Proposition Suppliers Meetings 148

Flevy

OCTOBER 24, 2024

As customers shift toward digital banking and self-service channels, traditional banks are forced to rethink their value proposition. Download an in-depth presentation breaking down all the Retail Bank Value Chain activities here. Retail banking is undergoing one of the most significant transformations in its history.

Banking 52

Banking Retail Acquisition Value Proposition 52

Red Star Kim

AUGUST 7, 2023

A high level of internal communications was needed during the pandemic (many firms had reassuring weekly update) but less is needed now.

Communication 130

Communication Management Value Proposition Stakeholders 130

Hubspot Sales

MARCH 20, 2018

Every email, voicemail, and phone interaction should lead with an assurance that you won’t take much time, followed by a short (30 seconds or less, or one to two sentences), buyer-centric, and customized value proposition. For more on the quick value prop, check out this post. Second, d on’t sell the product, sell the next step.

Value Proposition 145

Value Proposition Negotiation Customer Value Sales 145

Flevy

SEPTEMBER 19, 2023

A multitude of industry sectors find themselves ensnared in relentless competition as organizations strive vigorously, frequently contending over identical attributes, all the while presenting comparable goods or services. Value Innovation lies at the core of this strategy, for which uncontested markets are shaped. a “blue ocean.”

Value Proposition 96

Value Proposition Profitability Digital Transformation Innovation 96

Flevy

AUGUST 20, 2023

It allows organizations to place different segments of customers to be targeted for a value proposition in appropriate quadrants. Research indicates that businesses can succeed with a Dominant Strategy if they offer a value proposition that does the job at least 20% better and 20% cheaper than rivals’ offerings.

Value Proposition 94

Value Proposition Digital Transformation Profitability Innovation 94

Flevy

APRIL 6, 2025

The real trick here is translating functional benefits into a sticky value proposition. You can download an editable PowerPoint presentation on Brand Essence Wheel here on the Flevy documents marketplace. Do You Find Value in This Framework? Think beyond product specs. Ask: What do our users really get? Peace of mind?

Value Proposition 52

Value Proposition Digital Transformation Leadership B2B 52

Hubspot Sales

MARCH 1, 2022

Or, they’ll say “There are a few things we still have to figure out,” and you’ll need to pivot your strategy and maybe spend the call presenting a value proposition to drive them home. Either they’ll respond, “We’re good to move forward, but we just have some last-minute questions,” and you’ll be set to continue as expected.

Value Proposition 124

Value Proposition Negotiation Procurement Onboarding 124