We’ve been working on this value topic because it is the single, most important aspect of any sales position. A company that lacks a value proposition is destined to stumble through the market while being commoditized on price. I saw this effect 6 years ago when doing sales calls in the field with a company’s reps. After spending a couple days in a couple different cities, it became clear that they had to value proposition to offer the market. This absence of value led to one consistent outcome – they had to compete on price. Granted, some companies are positioned to compete in this format. The company I was working… Read More
Continue ReadingValue Proposition-You Don’t Have To Be Different
MarketingProfs.com has a superb, thought-provoking article regarding value propositions. If you have read The Hire Sense of late, you know this is a topic we are exploring in many facets of sales. I have to confess, this author’s take is completely different (irony there) than the other points I have read on this topic. Here is the gist of his commentary: So be different: Stop listening to the continuous pleas from consultants, marketers, and textbooks to be different… one of a kind.. .a shining beacon of newness in a sea of same-old same-old. Focus instead on actually delivering the value to the market that you say you deliver (which, in… Read More
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