"Demystifies the Art and Science of Creating a Winning Value Proposition"
The Quest for the Right Message That Sells
In today’s hyper-competitive markets, it’s hard to get your message heard by the right buyers. Without a rock-solid, relevant value proposition, attracting and closing new customers is just plain hard. Most value propositions are “inside-out” – more focused on product and service features than they are on the buyers’ needs.
Today, you need a whole lot more than an elevator speech, a unique selling proposition, or even the one or two-line statement of value from a seller to a buyer.
Value Proposition Book
The Book Chapters
- The Value Proposition Mirror
- Choosing the Best Type
- Creating the Value Proposition Platform
- Conducting Essential Research
- Identifying Your Target Audience
- Understand the Buyer's Objective
- Retooling Your Offer
- Defining True Differencitatiors
- Backing It Up with Proof
- Putting Your Value Prop into Play
- Value Propositions in Buying Decisions
About The Author
Lisa Dennis has been working with sales and marketing teams in B2B companies for over 20 years. Focusing on both strategy and execution, she brings a practical, feet-on-the street approach to delivering buyer-focused messaging and programs. She has worked with companies across a broad range of industries including Akamai, Citrix, CSC, Dell, FedEx, HP, Hitachi, IBM, Microsoft, Mutual of Omaha, Tufts Health Plan, Verizon, Wipro, and many others. Her primary focus is helping organizations speak to customers in their own language.