Help Scout

AUGUST 22, 2023

We’ve demystified how to write a value proposition so you can ensure that your hard work manifests in value for your customers. Read the full article

Value Proposition 94

Value Proposition 94

Strategic Account Management Association

FEBRUARY 2, 2021

The ability to uncover customer needs, develop solutions, communicate value propositions and negotiate effectively doesn’t vanish just because a salesperson can’t meet her customer face to face.

Virtual Selling 520

Virtual Selling Suppliers Account Management e-Learning 520

FinListics Solutions

OCTOBER 29, 2024

Your value proposition isn’t landing where it matters most. They don’t inspire action, don’t move deals forward, and ultimately waste time and resources. If you’ve ever watched a promising deal stall or go cold after delivering what you thought was a great pitch, you’re not alone. The culprit?

Value Proposition 78

Value Proposition B2B Sales 78

Sales Gravy

OCTOBER 29, 2024

. – Selling "for people" instead of "to people" fosters trust, and delivering genuine value makes sales interactions more meaningful and memorable. Handling multiple Ideal Customer Profiles (ICPs) is doable by creating tailored strategies, specific value propositions, and allowing focused time blocks for each profile.

Value Proposition 97

Value Proposition Negotiation Sales Media 97

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. Push your value proposition. Frame a specific, personalized, compelling value proposition.

Value Proposition 111

Value Proposition Sales Meetings Decision-making 111

Customer Think

JUNE 26, 2024

He highlights value propositions and storytelling in engaging prospects and shares insights on enhancing messaging strategies. In this Sales Leadership Awakening Podcast episode, James Muir, Senior VP of Sales at UnisLink, emphasizes the importance of effective messaging in sales.

Value Proposition 59

Value Proposition Sales Leadership Leadership Sales 59

Account Manager Tips

NOVEMBER 19, 2022

The Value Proposition. Reveal the value proposition In other words – the hook. Share your vision for the future and package up everything you've learned into a few sentences that defines your irresistible value. It's a simple framework to help create your value proposition. The Measurement.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246

Brooks Group

FEBRUARY 3, 2025

When you try to acquire new business, you want to avoid trying to sell a prospect on a value proposition thats not important to them. My value construct is not in alignment with Walgreens. In addition to mapping out the buyers decision process , aligning is really important. For example, Walgreens sells a $25 tube of toothpaste.

Construction 91

Construction Value Proposition Advertising Sales Training 91

RAIN Group

DECEMBER 11, 2024

What Is a Value Proposition Positioning Statement? A value proposition positioning statement is a compelling, tangible description of how a company or individual will benefit from buying something specific or buying from you in general.

Value Proposition 52

Value Proposition Communication 52

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. You must align everyone in the supplier organization to your key account management strategy and put supporting processes in place. Otherwise, your strategy will be in trouble. It should not be the same service you offer every client.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

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

NOVEMBER 1, 2018

It's meant to be used as an internal tool to align marketing efforts with the brand and value proposition. Value Proposition vs. Positioning Statement. The value proposition and positioning statement are both key elements in a business' marketing strategy, however, there are differences between these two.

Food and Beverage 143

Food and Beverage Value Proposition Innovation Decision-making 143

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

Brooks Group

FEBRUARY 10, 2025

Theres a greater need for consensus-building and for value propositions that speak to a wider range of roles. Strategic Communication Sellers must be able to craft tailored messaging for each role, present value propositions that resonate with every stakeholder, and connect tactical and strategic goals.

B2B 75

B2B Emotional Intelligence Value Proposition Stakeholders 75

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

Customer Think

FEBRUARY 22, 2023

Ranking well in the search engines requires time and expertise that many entrepreneurs and small business owners don’t have, because their focus must be on fine tuning the value proposition and operations of their […]

Value Proposition 141

Value Proposition Small Business Digitalization Marketing 141

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

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

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

Strategic Account Management Association

APRIL 5, 2021

Align your value proposition with concerns divulged in the 10-K, and don’t mention “the money.” Present yourself as the solution! You’ve already rooted out the most pressing concerns faced by the company executives, now it’s time to bring it home. Instead, focus on the impact your solution(s) can provide.

Manufacturing 520

Manufacturing Account Management Decision-making Meetings 520

Sales Gravy

FEBRUARY 6, 2025

Tip: Focus on the "We do X that solves Y" formula for a clear value proposition. Tip: Focus on the "We do X that solves Y" formula for a clear value proposition. The premise is simple: If a caveman visited your website, would it be immediately clear what problem you solve and how you solve it?

Value Proposition 69

Value Proposition Sales Profitability Digitalization 69

Brooks Group

JANUARY 9, 2025

Competitive positioning: Effectively differentiate your solution from competitors by highlighting unique value propositions and advantages. Negotiation and closing: Reach mutually beneficial agreements while maintaining deal value and completing sales transactions.

Account Management 99

Account Management Management Sales Account Growth 99

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

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

RAIN Group

OCTOBER 28, 2020

These people make five cases to ensure the value proposition for each buyer is as strong as it can be. They recommend, advise, and assist buyers (what is typically known as consultative selling ), and they aren't afraid to push when it's in the best interest of their buyers. Indeed, top sellers are Insight Sellers.

Value Proposition 131

Value Proposition Sales 131

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 also says, “Start with a smaller original installation and prove the concept, then expand.”

Value Proposition 130

Value Proposition Healthcare Sales Decision-making 130

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

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

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. proven success somewhere else.

Value Proposition 97

Value Proposition Customer Value Banking Innovation 97

Red Star Kim

FEBRUARY 16, 2023

Jim Collins said (his book is reviewed here Classic management book reviews – The McKinsey way, Good to great (kimtasso.com) ) – “ Good strategy is 1% vision and 99% alignment” Make things more simple, not more complex Four strategy questions (the first two from “ Playing to Win: How strategy really works” by A G Lafley) Where to play – where to compete, (..)

Value Proposition 130

Value Proposition Government Facilitation Profitability 130

Nutshell

APRIL 24, 2020

Value proposition. In marketing, a value proposition is a concise statement that describes why your prospects should do business with you. A value proposition should also paint a clear picture of what your company offers its customers. Crazyegg ’s value proposition is bold and awesome.

Value Proposition 118

Value Proposition Facilitation e-Learning Advertising 118

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

The Chapman Group

DECEMBER 8, 2020

Economic Value Propositioning; creating, delivering and validating economic value. Economic Value Propositioning (ROI calculations). Hi-value activity performance. Economic Value Propositions. External business reviews; Collaborative Action Planning with accounts. Methodology. Loyalty Index.

Account Management 133

Account Management Management Value Proposition Account Planning 133

Account Manager Tips

NOVEMBER 19, 2022

Introduce your value proposition and start with your conclusion. Introduce your value proposition and start with your conclusion. Executive level presentation framework in 22 minutes Introduction (2 minutes). Keep it simple - who you are and why you're there. The hook (2 minutes). In other words, put the last slide first.

Value Proposition 246

Value Proposition Decision-making Shareholders Key Account Management 246

Hubspot Sales

FEBRUARY 26, 2024

A business-oriented value proposition. Value propositions often take the following form: “My product will help you achieve X, Y, and Z. They capture the purpose of a product and how it’s used — and they help shape a line of questioning and value proposition that’ll make the prospect say, “Yes!

Value Proposition 116

Value Proposition Healthcare Manufacturing Sales 116