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Selling Your Value Proposition

Selling Your Value Proposition

How to Transform Your Business into a Selling Organization

Cindy Barnes, Helen Blake, Tamara Howard


A practical guide that will enable readers to develop a clearly defined value proposition for their company, and establish a streamlined, customer-centric selling process to sell that value proposition.

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About the book

Businesses are losing customers to competitors because they are not engaging with customers effectively. The first step to resolving this problem is creating a customer-focused value proposition, but having a value proposition alone is not enough. There also needs to be a company-wide, streamlined sales approach to convey that value proposition and sell it to customers.

Selling Your Value Proposition offers practical, step-by-step advice to help readers successfully package, market and sell their value proposition. It will include case studies and interviews with business leaders and key influencers to show how value propositions are sold across a range of industries. All in all, Selling Your Value Proposition will empower readers to align company resources in a customer-centric selling process to effectively convey the message of their value proposition.

Table Of Contents

    • Chapter - 1: Introduction;
    • Chapter - 2: How the world has changed;
    • Chapter - 3: Why a value proposition is critical to business survival;
    • Chapter - 4: Lessons learned from 600+ organisations;
    • Chapter - 5: Designing the sales proposition;
    • Chapter - 6: The sales process;
    • Chapter - 7: Turning your value proposition into your sales propositions;
    • Chapter - 8: Crafting your sales story;
    • Chapter - 9: Winning business – the laws of selling your value proposition

Book Details

  • EAN: 9780749479916
  • Edition: 1
  • Published: 3rd May 2017
  • Paperback
  • Dimensions: 234x156
  • 232 pages

About the Author

Cindy Barnes founded Futurecurve after many years with Capgemini where she led service development, sales, marketing, co-created new business units and was a client-side consultant. She is clinically qualified in Transactional Analysis and holds an MBA.

Helen Blake has held senior positions for leading organisations including Accenture, Capgemini and KPMG. Helen is trained in Transactional Analysis and a member of the International Transactional Analysis Association.

Dr Tamara Howard is a Harvard Graduate with business experience spanning the USA and Europe. She runs a business consultancy focusing on growth. Over her distinguished career Tamara has lead sales teams in selling many multi-million pound deals.

Cindy Barnes

Helen Blake

Tamara Howard