Dear sales and marketing professional,
You know the drill. A useful new product is
launched. Millions of dollars in development and
people s careers are staked on its success. There are even
some customers who positively love it.
But it doesn t sell. At least, not enough. Sales
presentations don t lead to deal-making. Special sales
training fizzles. Sales and marketing begin blaming each other.
Everybody loses.
Why does this happen?
There are a variety of reasons, but they all revolve around one
thing: the value proposition.
I know because I worked for many years in companies
that thought a lot about their product, but didn't really
understand its
value. If they did have an idea
about its value, they ran into another problem: how can we get
customers to see it so we can
sell something!
Now, you can read an excellent article that clarifies the
secrets of customer value propositions:
Business Value Mapping - A Key to Making
Sales Easier
|
I just wanted you to know that I
truly enjoyed your Business Value Mapping article. I am in the
business of selling professional services and my biggest challenge
is "tangibilizing the intangible." Your value mapping outline has
helped me take a significant step towards refining my approach with
my clients. Thanks.
Michael Ray
Michael Ray, LLC
(Engineering Your Potential) |
This article tells the story of one company's struggle to
develop and launch powerful new products - products that should
have been successful. You'll learn the real issues involved
in developing sales processes based on value (as opposed
to price). And you'll learn the on-ramp to a step-by-step
approach to defining, measuring, and improving the sales
process.
To read "Business Value Mapping - A Key to Making Sales
Easier," fill out the form below. You'll receive an email with
a link to the article in a few minutes:
You'll receive a confirmation email shortly. When you respond, you'll receive the link to the whitepaper.
You will be subscribed to SPIF! the only Newsletter devoted to Sales Process Improvement.
And, you'll receive a series of
important emails describing the customer value mapping approach. I
will not spam you or sell your email address to anyone, and
each email has an unsubscribe link at the bottom. You detest
spammers, and I do too. Thanks for your time and
attention.