Creating and Delivering Your Value Proposition - Softcover

Softcover

ISBN 10: 0749460903 ISBN 13: 9780749460907

Publisher: KPI, 2010

Synopsis

In recent years, developing a value proposition has become the prime consideration for businesses. A value proposition is an analysis and quantified review of the business benefits, costs and value that a company can deliver to prospective customers and customer segments. Creating and Delivering your Value Proposition provides guidance for business leaders demonstrating why having a strong value proposition is so important for a company. This practial new title shows readers how to build, deliver and harness value propositions to create profitable growth for a business by utilizing the experience of clients and customers. Featuring global case studies and examples, Creating and Delivering your Value Proposition is an essential guide to understanding and developing a value-focused strategy for all senior practitioners.

About this title

About the Author

Cindy Barnes is the founder and CEO of Futurecurve. A product and service innovator and strategic business developer, she gained her practical experience at leading organizations such as Panavision and Capgemini, where she created the value proposition function and led business development. Helen Blake is a leading marketer and business developer and has held senior positions in a number of the world s largest consulting firms, including Accenture and KPMG. Helen is on the board of Futurecurve. David Pinder is a renowned marketer and business writer. He held senior sales and marketing positions in Procter & Gamble, Hertz and Forte Hotels, and now provides value-creating marketing and communications support for leading companies, including Accenture.

Review

"With depth of content and relevant case studies this practical book dovetails strongly into The Challenger Sale approach...create your total value proposition first as this provides the baseline from which sales can tailor their Challenger insights for maximum resonance".-- Greg Wilson, European Strategic Development Manager, Canon

"Don't invest in any marketing, go-to-market or customer experience programmes without first taking on board the approaches in this book."-- Les Mara, BPO Head of Europe, HP

"Value propositions are the most useful selling tools marketing has ever created although until now there's been very little advice to help salespeople use them. Here the authors have given us a comprehensive and practical guide that fills a real need."--Professor Neil Rackham, Author of Spin Selling

Edition details

• Publisher: KPI
• Publication date: 2010
• ISBN 10: 0749460903
• ISBN 13: 9780749460907
• Binding: Paperback
• Language: English