Upland

APRIL 6, 2021

So, why do so many marketing consultants and practitioners espouse standard Value Propositions and ‘Sales-Ready Messaging‘ ? Bereft of individualization, this cookie-cutter approach reduces the salesperson’s role to that of a carrier pigeon, delivering the message, but not creating any value for the individual customer.

Suppliers 195

Suppliers Value Proposition B2B Profitability 195

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

Red Star Kim

FEBRUARY 16, 2023

Ensure the company is investing behind the change Make sure the entire organisation is motivated to go on the journey For those involved in Not-For-Profit and charities this is a great introduction to strategy CCE_BBG_Boards_involvement-Sept2021.pdf What are we able to achieve?

Value Proposition 130

Value Proposition Government Facilitation Profitability 130

Red Star Kim

SEPTEMBER 8, 2023

The crux of marketing is to anticipate (and meet) client needs whilst maximising profit. Price is a major driver of profit. For beginners I would suggest “The psychology of price – how to use price to increase demand, profit and customer satisfaction” by Leigh Caldwell (a cognitive economist). Books on pricing?

Procurement 113

Procurement Value Proposition Finance Artificial Intelligence 113

Upland

AUGUST 29, 2023

Buyers seek reassurance that they will receive adequate assistance post-purchase to maximize the value of the SaaS product. Value Proposition & ROI Articulating a clear value proposition and showcasing the return on investment (ROI) that the SaaS product offers can sway potential customers toward making a purchase.

Value Proposition 195

Value Proposition Decision-making e-Learning Supply Chain 195

Account Manager Tips

AUGUST 14, 2022

Understand relationship management strategies and best practices to win and retain profitable customers. Key account managers: identify and qualify opportunities align value propositions propose solutions understand buying decisions negotiate and close deals Just like sales people. Strategic Account Management.

Key Account Management 246

Key Account Management Account Management Emotional Intelligence Management 246

The Chapman Group

DECEMBER 8, 2020

Economic Value Propositioning; creating, delivering and validating economic value. Economic Value Propositioning (ROI calculations). Revenue, profit and EBITDA comparisons. Hi-value activity performance. Economic Value Propositions. Methodology. Strategy assessment and development.

Account Management 133

Account Management Management Value Proposition Account Planning 133

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

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

Hubspot Sales

MARCH 29, 2019

increase in operating profits ? It's hard to believe the smallest percent increase or decrease in price can make a significant impact on profit margins. Now, I'm sure you're wondering which pricing strategies will help you turn a profit. Did you know, on average, a 1% price increase translates into an 8.7%

Retail 140

Retail Profitability Value Proposition Decision-making 140

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

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.”

Value Proposition 96

Value Proposition Profitability Digital Transformation Innovation 96

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. Get a feel for any products that are particularly profitable and, in turn, worth more attention and effort on your part. What problem will your product address?

Value Proposition 138

Value Proposition Sales Manufacturing Retail 138

Brooks Group

AUGUST 20, 2024

By embracing a value-based selling approach and incorporating these negotiation strategies into your sales training , your team will be able to position themselves as trusted advisors, differentiate their offerings, and achieve win-win outcomes that drive customer success and long-term business growth, just like Warren Buffett.

Negotiation 98

Negotiation Value Proposition Sales Sales Training 98

Hubspot Sales

NOVEMBER 16, 2018

A value proposition helps businesses identify what sets it apart from competitors. But how can you tell if your business activities are creating the most value for customers and a great profit margin? A value chain is used to describe all the business activities it takes to create a product from start to finish (e.g.,

Food and Beverage 142

Food and Beverage Logistics Suppliers Profitability 142

Flevy

AUGUST 20, 2023

It allows organizations to place different segments of customers to be targeted for a value proposition in appropriate quadrants. Differentiated Strategy A Differentiated Strategy is used by many of the most successful and rapidly expanding businesses in the world, as it generates excessively high profits if executed well.

Value Proposition 94

Value Proposition Digital Transformation Profitability Innovation 94

SBI Growth

JANUARY 13, 2013

Issues – business issues that are addressable by your solutions and contribute towards growth and improved profitability. Commercial Insight : Mapping the value propositions of your products and solutions to buyer personas, buyer context, and compelling topics is bridged by offering commercial insight.

Marketing 121

Marketing Value Proposition Profitability Media 121

Hubspot Sales

OCTOBER 9, 2023

Business Strategy and Value Proposition Research and asking the right questions to determine a prospect‘s business strategy are central to your ability to effectively prepare for a sale. From there, you can build out the questions and tactics that align with their value proposition and how they operate. Increase profit?

Shareholders 105

Shareholders Value Proposition Profitability Decision-making 105

Flevy

OCTOBER 24, 2024

As customers shift toward digital banking and self-service channels, traditional banks are forced to rethink their value proposition. In a highly competitive market, banks must balance customer expectations with regulatory requirements and risk management, all while ensuring profitability.

Banking 52

Banking Retail Acquisition Value Proposition 52

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.

Profitability 52

Profitability CRM Value Proposition Customer Experience 52

Revenue Storm

JULY 13, 2021

When we focus on this, it needs to be framed as the value our solution or service is going to deliver to our client. What is the value to our client? Are we enabling our client to increase revenues, profits, enter new markets, and beat their competitors? It is not about us and the features of our solutions.

Value Proposition 78

Value Proposition Procurement Suppliers Profitability 78

Flevy

DECEMBER 9, 2022

A value proposition reverberating with what customers need. Organizations should have the ability to transform ideas into a strong position, having a practical Business Model that is able to create revenue and profits in the long term. A unique capabilities system, which competitors can’t imitate. Near-market Opportunities.

Supply Chain 114

Supply Chain Value Proposition Digital Transformation Profitability 114

Flevy

OCTOBER 22, 2024

Mapping out the Insurance Value Chain The value chain in insurance provides a structured approach for understanding how different activities contribute to the success and sustainability of an insurer. It consists of primary and support activities that work in tandem to manage risk, deliver value to customers, and ensure profitability.

Insurance 52

Insurance Innovation Profitability Government 52

Hubspot Sales

OCTOBER 30, 2017

Not sure how to describe your value? You can usually adapt it from your company’s value proposition. Enterprise software executive | Helping retailers find better performance, productivity, and profitability". Alternatively, try browsing through your company’s customer testimonials for inspiration.

Retail 145

Retail Value Proposition Healthcare Account Growth 145

SBI Growth

NOVEMBER 13, 2012

Deep client knowledge will also enable you to continually reiterate the value proposition to the client. Calculate your customer lifetime value. This will reduce churn and expand customer lifetime value ultimately leading to enhanced profit. You need to assess the leak before we can address the leak.

Account Management 123

Account Management Management Value Proposition Onboarding 123

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

Red Star Kim

DECEMBER 14, 2022

Profit growth. Sectors and services matrix Malcolm McDonald on value propositions – How to develop them (kimtasso.com). We spent some time considering what our Boards are focused on – so we can align marketing and business development activities accordingly. The key themes were: Present. Strategy (priorities). Competitors.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

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. 100% Revenue and Profit.

Meetings 100

Meetings Value Proposition Key Account Management Account Management 100

Hubspot Sales

DECEMBER 30, 2020

Increase profitability. What is your value proposition? By creating (and following) a strategic plan, you: Create a "North star" for your business by establishing a sense of direction. Allow your organization to be proactive instead of reactive. Make your team more efficient and productive. The Elements of a Strategic Plan.

Sales Management 137

Sales Management Management Shareholders Sales 137

Brooks Group

OCTOBER 5, 2022

The company had shown no profit for five consecutive years. Management now had one year to break even, and two years to turn a profit, otherwise the company would be shut down. The sales team attended IMPACT training with their management team, and reassessed their strategic positioning and value proposition.

Manufacturing 98

Manufacturing Value Proposition Sales Training Facilitation 98

Corporate Visions

APRIL 25, 2019

So rather than focusing on that “parity area,” you should focus on what you can do for the customer that is different from what the competition can do – this is your “value wedge.” Your value wedge must be unique to you, important to the customer, and defensible. Learn more about how to define your value proposition.

Value Proposition 111

Value Proposition Decision-making B2B Profitability 111

Openview

FEBRUARY 11, 2019

You may have all the answers to commonly asked questions and have no problem pitching your product, but your value proposition only goes so far. Being a salesperson isn’t just about knowing the ins and outs of your product. In order to be successful, you have to be able to identify the needs of each potential customer.

B2B 101

B2B Value Proposition Media Digitalization 101

Hubspot Sales

MARCH 7, 2019

The price of the device is marked up by 170% , and this is how Apple makes its profit. If you sell software as a service (SaaS), this pricing method isn't the best fit because the value your products provide is often greater than the costs to produce the products. For example, let's take a look at the iPhone X. It costs Apple $370.25

Retail 121

Retail Value Proposition Profitability Leadership 121

Account Manager Tips

MAY 1, 2021

As a key account manager, you not only need to keep your clients, you need to keep them profitable. Define your value proposition and how will your price reflect it? What's your value proposition (as your client sees it)? A simple sales negotiation tactic. Here's a simple negotiation tactic that will help.

Negotiation 130

Negotiation Key Account Management Suppliers Value Proposition 130

Hubspot Sales

JUNE 1, 2018

Have a concise value proposition. Prospects cancel all the time, so salespeople should always be prepared to pivot into other profitable activities. Have a concise value proposition. Having a clear, well-articulated value proposition at the ready lessens the possibility that you stumble through the explanation.

Management 112

Management Value Proposition Sales CRM 112

Account Manager Tips

JUNE 29, 2021

Knowing that means you can work out what they value and what you need to measure your impact. Shareholders and board/directors value growth, costs, profit and cashflow. Stakeholders value business improvement. Provide Value Reports that present measurable shareholder and stakeholder value.

Suppliers 246

Suppliers Shareholders Stakeholders Decision-making 246

ClearPoint Strategy

JULY 28, 2021

The four perspectives for for-profit organizations include: Finance. The customer value proposition should be at the core of your strategy, which is why it comes directly after the financials (or mission). For-profit companies typically focus on achieving one of these three value propositions: Product leadership.

Value Proposition 98

Value Proposition Software Software Government 98