Selling Your Value Proposition: How to Transform Your Business Into a Selling Organization

ISBN-13: 9780749479916 / Angielski / Miękka / 2017 / 232 str.

Cindy Barnes; Helen Blake; Tamara Howard

Opis

A value proposition is created from the combination of a company's products and services, and the value gained by the customer. It is used to drive better business, and is essential to success for any business - without it, companies are at risk of losing customers and being drowned out in crowded marketplaces. Selling Your Value Proposition is a practical, user-friendly guide to establishing a streamlined customer-centric selling process to communicate and express value propositions, enabling companies to convey their value-creating stories to customers consistently. Featuring case studies and interviews with renowned business leaders and influencers, Selling Your Value Proposition demonstrates how value propositions adeptly position a business across a range of industries. The techniques and skills shared have all been honed through the authors' experience with more than 600 companies around the world, and clear, step-by-step guidelines will empower all readers to effectively focus their value propositions for competitive success.

Recenzje

"We are living in the Age of the Customer. Selling Your Value Proposition provides leaders with fresh, insightful advice on how to drive the customer-centric business transformation our new world requires. The time has come for every employee to join the sales team, and Barnes, Blake and Howard provide a blueprint with powerful case studies to arm leaders with what they need to get started tomorrow. A must-read book for the Transformational Leader of the Future." Cate Gutowski, VP Commercial Digital Thread, GE Digital

Spis treści

• • Chapter - 00: Introduction;
  • Chapter - 01: How the World Has Changed;
  • Chapter - 02: Why Businesses Need a Value Proposition;
  • Chapter - 03: How to Develop a Value Proposition;
  • Chapter - 04: How to Translate a Value Proposition into a Sales Proposition;
  • Chapter - 05: The Sales Process;
  • Chapter - 06: The Sales Story;
  • Chapter - 07: Winning Business: the 10 Laws of Value Proposition Selling;
  • Chapter - 08: Creating the Selling Organization;
  • Chapter - Appendix 1: Value Proposition Workshop Survey Results;
  • Chapter - Appendix 2: Case Studies;

O autorze

Cindy Barnes is a business innovator and strategist. She founded Futurecurve after many years with Capgemini where she lead service development, sales, marketing, co-created new business units and was a client-side consultant. She began her career in engineering running large scale unionised factories for Smiths Group. She led R&D for Panavision where she developed a leading-edge technical product range which is still their most profitable range to date.

Cindy Barnes has studied engineering, physics, operations management and psychology and is the co-author of Creating and Delivering your Value Proposition published in 2009 by Kogan Page. She is clinically qualified in Transactional Analysis, a member of the British Association of Counselling and Psychotherapy, the British Psychological Society and holds an MBA.

Helen Blake is a strategist and B2B marketer. She spent over 20 years in senior positions for leading organisations including Accenture, Capgemini and KPMG, as well as creating growth strategies within new start-ups and mid-sized companies.

Helen Blake is trained in Transactional Analysis and a member of the International Transactional Analysis Association, is an alumna of Stanford University Business School and is the co-author of the best-selling book Creating and Delivering your Value Proposition published in 2009 by Kogan Page.

Dr Tamara Howard is a Harvard Graduate, starting her business career in the early days of Biotechnology after gaining her PhD in Physiology from The Sackler School of Biomedical Sciences at Tufts University. Her business experience spans the USA and Europe and includes start-ups as well as large multinationals.

Tamara Howard has worked for IBM (UK) Ltd, Digital Equipment Corporation, The PA Consulting Group and Capgemini. She now runs a business consultancy focusing on business growth, and caters to all sectors including not-for-profits, start-ups and large corporations. Over her distinguished career Tamara has lead sales teams in selling many multi-million pound deals. She has observed many huge shifts and changes in the business world.