Customer Think

MARCH 12, 2023

The following article was first published in the March 2023 edition of the always-excellent Top Sales Magazine - there's a subscription link at the bottom of this article.:A A key theme of this edition of Top Sales Magazine is selling on value rathe.

Value Proposition 52

Value Proposition Customer Value Publishing Sales 52

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

Hubspot Sales

JULY 16, 2020

They highlight your value proposition. Editor's note: This post was originally published in September 2015 and has been updated for comprehensiveness. So what are the tricks for creating a presentation that sticks with people beyond your final slide? They're persuasive and prompts action. They align with your audience.

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Value Proposition Sales Publishing Meetings 137

Hubspot Sales

AUGUST 29, 2018

Craft your headline to be a mini value proposition packed with verbs and other active language. Post any articles published on third-party sites here. Here's how to optimize your LinkedIn profile for prospects. Don't just write your title. Answer two questions: Who do you help and how do you help them? Publications. Do you blog?

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Value Proposition Sales Manufacturing B2B 145

Hubspot Sales

JULY 22, 2024

It‘s essentially a digital elevator pitch — a quick yet thoughtful rundown that sheds light on your value proposition and how your solution is specially equipped to suit your prospect’s needs and interests. They’re typically structured around some sort of value add and personal appeal. Push your value proposition.

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

Peter Simoons

JUNE 1, 2021

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

Business Planning 92

Business Planning Value Proposition Publishing Organization 92

Red Star Kim

MAY 11, 2023

Towards the end of the post is a review of a classic brands book “ Brand Leadership” By David A Aaker and Erich Joachimsthaler which I published some time ago. It’s interesting to see how brand management has developed. These reviews might also be useful to professional service marketers who need an introduction to branding.

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Management Co-Creation Publishing Leadership 130

Account Manager Tips

SEPTEMBER 15, 2022

Both laid out a complete blueprint to share your knowledge and educate the market on your value by understanding: Core values Strengths and weaknesses Unique value proposition Personality and image attributes Leadership attributes Positioning Competitive differentiation. I did some soul searching. Start with LinkedIn.

Key Account Management 130

Key Account Management Account Management Media Publishing 130

Account Manager Tips

SEPTEMBER 7, 2022

Both laid out a complete blueprint to share your knowledge and educate the market on your value by understanding: Core values Strengths and weaknesses Unique value proposition Personality and image attributes Leadership attributes Positioning Competitive differentiation. I did some soul searching. Start with LinkedIn.

Key Account Management 130

Key Account Management Account Management Management Media 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. Subscribe and click the bell icon to get notified when new content is published. Nothing could be further from the truth. Career Power Hour.

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Key Account Management Account Management Emotional Intelligence Management 246

Hubspot Sales

NOVEMBER 2, 2018

In no more than a paragraph, your LinkedIn summary should sum up your biggest value propositions for the outcome you're hoping to achieve. I've been [Published, recognized, or awarded] by [Outlet or organization] for my [Research, work, achievements].

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Value Proposition Digitalization Publishing Small Business 145

Hubspot Sales

FEBRUARY 21, 2018

Sales Hacker consistently publishes the latest strategies and suggestions for prospecting, social selling, qualifying, calling, and more. Must-read post: Value Proposition Examples -- Words That Get Meetings. To help you find the sales blogs with the most valuable content, we’ve curated the following list. Sales Hacker.

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Sales Sales Management B2B Leadership 145

Apptivo

OCTOBER 3, 2022

Increases CLV (Customer Lifetime Value) and assures consistent flow of revenue. Impacts revenue, brand equity, brand positioning and overall value proposition. Publishing of Blogs, Podcasts, Case Studies, User Manual Videos, Testimonial Videos, conducting free webinars helps establish expertise and thought leadership.

Marketing 98

Marketing Value Proposition CRM Publishing 98

SBI Growth

FEBRUARY 25, 2014

Others are telling me we didn’t get the value proposition right. New product training should focus on buyer Personas, Buying Process and Value Proposition. Publish – Drive cadence in communications through a collaborative platform (Chatter, Jive, etc.). Download your New Product Sales Readiness Roadmap here.

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Value Proposition Publishing Sales Leadership Sales Training 76

Hubspot Sales

MARCH 15, 2021

How you price your product shapes how customers perceive its value and your company's legitimacy as a whole. If your entire draw is rooted less in a strong value proposition and more in showing how much money prospects can save, you might come off as sleazy or substandard.

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Sales Profitability Publishing Value Proposition 133

PandaDoc

AUGUST 18, 2022

By understanding the competitive landscape, knowing the questions that prospective clients are likely to ask and having the answers top of mind, and having the value proposition of your company’s product or services ready to share, your sales team is more likely to get customers to sign on the dotted line. The value proposition.

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Value Proposition Sales Stakeholders Marketing 96

Hubspot Sales

MARCH 12, 2018

Respond to content your prospects publish. Pay attention to what your prospects are publishing online. Publish original content. While publishing content to your company website is the smartest channel for your organization, it's only good for you if you're able to track which of your prospects reads your posts.

Publishing 145

Publishing Sales Software Software 145

Hubspot Sales

JUNE 5, 2018

Nobody has that kind of time and, to be honest, if you need an hour to relay your value proposition, you’re doing it wrong. They have the full data on it in an excellent article they published on SalesHacker , but I think any experienced sales representative would be able to tell you this without looking at any data whatsoever.

Sales 145

Sales Artificial Intelligence Value Proposition Decision-making 145

Hubspot Sales

DECEMBER 11, 2019

Describe your role, your unique value proposition, and why you’re passionate about the job. To reach hundreds and potentially thousands of prospects, publish a LinkedIn Pulse post with advice or insights on a common pain point your customers face. You can see which posts they’ve liked, commented on, and/or published themselves.

Food and Beverage 141

Food and Beverage Publishing Value Proposition Leadership 141

Hubspot Sales

FEBRUARY 21, 2025

Content publishing frequency. For example, when I notice a company publishing regularly but its quality is inconsistent, I know it might need support scaling its content operations. Create industry-specific value propositions. Your value proposition should address the following: Common industry pain points.

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Value Proposition Stakeholders Decision-making Prioritization 52

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

Hubspot Sales

OCTOBER 29, 2017

And my favorite is " 3 Components Every Value Proposition Must Have.". He published a best-selling book of the same name. You don’t need to publish books to be YouTube-famous. But that doesn’t stop them from minting millions of dollars annually just by publishing videos on YouTube. (In 3) Influence at Work.

Sales Training 112

Sales Training Sales Publishing Co-Creation 112

Hubspot Sales

NOVEMBER 27, 2017

According to research published in HBR from Nicholas Toman, Brent Adamson, and Cristina Gomez, those who make the buying process easy are 62% likelier to win a high-value deal. 4) Provide immediate value. To differentiate yourself, look for creative ways to add value upfront.

Procurement 111

Procurement Decision-making Negotiation Value Proposition 111

Hubspot Sales

OCTOBER 29, 2019

Make your headline a mini value proposition. Reiterate your value proposition in the first, and provide some social proof of how you help clients achieve results in the second. Editor's Note: This post was originally published in November 2014 and has been updated for accuracy and comprehensiveness.

Media 130

Media Sales Value Proposition Software 130

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.

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Value Proposition Sales Decision-making eCommerce 112

Hubspot Sales

MARCH 23, 2018

But always direct the conversation towards your value proposition. It was originally published in May 2015 with permission and has been updated for comprehensiveness. You can achieve this by closely involving customers in developing the solutions they need. There’s a time for everything. In life as in sales, timing matters.

Decision-making 145

Decision-making Sales Artificial Intelligence Value Proposition 145

Hubspot Sales

MAY 10, 2022

They’ve never spoken with you on the phone, heard your value proposition, or even given much thought to your product offerings. You can foster a much more personal connection, articulate your value proposition, and have the opportunity to hear about your prospects’ pain points.

Value Proposition 98

Value Proposition Sales Communication Meetings 98

Red Star Kim

JUNE 15, 2023

I’ve always been impressed with Intapp Intapp leads the way with client lifecycle management (CLM) solution (kimtasso.com) Intapp published this article on strategic Account Management (SAM) in May 2023 Strategic account management for law firms: How strategic account programs can support your top clients and position your client team as trusted advisors (..)

Key Account Management 130

Key Account Management Account Management Management Client Relationships 130

Hubspot Sales

NOVEMBER 6, 2018

When noted economist Steven Levitt published the book “ Freakonomics: A Rogue Economist Explores the Hidden Side of Everything ,” he shared the disproportionate impact structural incentives have on the behavior of individuals and their output. A high probability indicator (HPI) aligning with our value proposition.

Sales 106

Sales Value Proposition Organization Publishing 106

Hubspot Sales

JANUARY 26, 2022

Talking about one product, one set of features, and one value proposition can get monotonous. Editor's note: This post was originally published in October 2015 and has been updated for comprehensiveness. Con #6: You only sell one thing. At the end of the day, you still sell one thing (or just a few products).

Interpersonal Skills 105

Interpersonal Skills Sales Value Proposition Publishing 105

Cosawi

JULY 14, 2021

Key Account Managers together with skilled marketing professionals are the central duo, the perfect partnership to deliver an effective and successful Account Value Proposition (AVP) and ultimately bring about value for the account and improvements for patients. Enabling effective KAM through integration of ABM . Recent Posts.

Co-Creation 52

Co-Creation Marketing Value Proposition Key Account Management 52

Hubspot Sales

AUGUST 12, 2020

Hypothetical trigger events include social media mentions of your company or a competitor by potential buyers, social media mentions a keyword or hashtag aligned with your value proposition, a social media post or blog post by a potential buyer, or a new role or new executive hired by the company.

Sales 140

Sales Decision-making Healthcare Value Proposition 140

Hubspot Sales

JUNE 24, 2024

This knowledge will help you craft a compelling value proposition and build credibility. Editor's note: This post was originally published in April 2016 and has been updated for comprehensiveness. Understand their business, industry, and challenges. Prepare relevant materials.

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Sales Decision-making Value Proposition Software 119

Hubspot Sales

MAY 19, 2020

website smart content, targeted ads, social media, personalized email) that matches the same value propositions that Sales is using. Editor's Note: This blog post was originally published in April 2017, but was updated for comprehensiveness and freshness in 2020. By deploying marketing (e.g.

Decision-making 119

Decision-making Management Acquisition Value Proposition 119

Hubspot Sales

JULY 5, 2022

A B2B sales strategy based on your business' value proposition will help you differentiate your business from your competitors. A 2021 study published in the Journal of Occupational and Organizational Psychology found that setting SMART goals decreases stress, improves workflow, and increases engagement in the workplace.

B2B 115

B2B Sales Stakeholders Decision-making 115

Peter Simoons

DECEMBER 23, 2020

I will publish my ebook “25 tips for successful Partnerships and Alliances” in parts here on my website. Every other week a tip from the book will be shared, in the weeks in between I will publish my regular column. Ensure a three-way value proposition. Introduction part 2.

Value Proposition 52

Value Proposition Stakeholders Publishing Communication 52

Flevy

SEPTEMBER 14, 2023

McKinsey & Company partners published the Three Horizons (3H) of Growth framework in 2000. emphasizing solely on new opportunities or future initiatives and neglecting the existing core value propositions. Averting common mistakes—e.g.,

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Value Proposition Artificial Intelligence Innovation Digital Transformation 52