The typical value proposition isn’t geared up to be used by sales “in conversation.” Connecting the dots between buyer needs and a product-focused value proposition is hard and not every sales person can do it well. Learn how to deliver a consistent and “sales Ready” message that closes deals.
If you were honest with yourself, could you say that your sales aids, value propositions, sales and forecasting processes are designed from a customer point of view, or are your tools company-centric? Join Janice Mars, Principal and Founder of SalesLatitude and Lisa Dennis, President of Knowledgence Associates for a fun and action-packed 45 minutes on […]
The economy is a roller coaster and the virus is changing both our work and personal environments. How do you market and sell when everything is in crisis? This may be the “new normal” for some time, so we all need to make a pivot with our product, service and solutions offerings in two ways: […]
A new year is always a whirlwind of activity. You’re sizing up last year’s sales results, while at the same time building marketing and sales programs for the current year. But this year is 2020. A new decade. That’s a big thing. So working on a kickstart for the a new year isn’t enough. You […]
Revenue forecasts in 2098 are betting on “account based” marketing and sales strategies to drive deeper relationships that will result in pipeline growth and deeper account penetration. But not all ABM efforts are truly “account based.” Many companies are simply doing the same targeted or vertical marketing they have always done. For true ABM, a […]
An elevator pitch is often confused with a value proposition. The assumption is that if you have the pitch down, you will be able to drive the right buyer conversation. But if you start with just a short pitch – how do you get to extended messaging for marketing content that drives initial engagement? . […]
The pressure of deadlines, lead generation goals, and content creation can make refining a value proposition hard to fit in. Sometimes you just need to do a quick makeover to help narrow in on key targets or tweak to increase engagement. We will kick off Session 1 of the Value Proposition Masterclass by focusing on some […]
How was your last value proposition developed? A brainstorming session? Individual effort? Copying other value props? Does Sales create their own value prop, even though Marketing already has one? In over 30 years of marketing and sales experience, I have discovered there are as many ways of getting to one as there are people trying […]
In this everchanging competitive sales world, you’ll learn why buyers, price conversations and even your boss inhibits your ability to achieve bigger goals. Join us by registering for this online interactive webinar presented by Sales Experts Channel and hosted by Lisa Leitch, President, Sales Strategist, Trainer & Coach at Teneo Results, where you’ll learn: You […]
In this lively panel discussion, Lisa Dennis and Liz Heiman will discuss how to use a value proposition to propel your sales by: Knowing your buyers Understanding buyer objectives Personalizing to the buyer Finding true differentiators Putting your value prop into play
Nailing a consistent buyer message across digital and live conversations isn’t easy. Without inclusion in value prop development, there’s a strong likelihood of conflicting info. We will walk through a live example to show the steps to pull your value prop into sales-ready content that amplifies, not confuses the story.
Stop chasing and start really participating in your buyers’ journey from a panel of experts in direct sales, indirect sales and marketing. Learn buyer-centric approaches that drive deeper and wider engagement across your most valuable and wish-list accounts that will result in greater relationships, reputation and revenue.
See LIVE how to transform a mediocre value prop into one that will get buyers’ attention. Too often marketing has one version, and sales must generate their own that is conversation-relevant. Result: a confusing and fractured message. See the BEFORE, DURING and AFTER of a real value prop transformation.
Brainstorming a 1-line value prop rarely results in a message that is extendable across communications platforms, and is buyer-focused. Focusing on just a tag line or elevator pitch short circuits developing a Value Prop Platform that is both complete and flexible enough for marketing content and sales conversations.
A one-size-fits all value proposition fits no one. Learn how to take your value proposition and tailor it from the buyer’s point-of-view. With multiple people involved in a typically B-to-B purchase decision, personalizing by executive can help get you on the short list and ultimately win the deal.
Sometimes the messaging delivered by Marketing doesn’t have enough punch when used in the field by sales people trying to get the attention of a prospect. Content creation and sales conversations are different! Learn 5 ways to strengthen sales messaging and stay consistent with your offering’s core message and engage the buyer.
Are you creating value in every sales call? Value that differentiates you and makes you relevant for every prospect? Value creation drives sales, and only salespeople can drive value creation. Join this panel discussion to learn specific ways to achieve sales success, crush your quota, and be the sales pro your customers look forward to […]
With today’s sophisticated and well-informed buyers, the “standard” value proposition just doesn’t cut it anymore. That, coupled with increasing competition, makes communicating the uniqueness of your offer and what truly differentiates you from all the other available alternatives very challenging. Learn how to create a buyer-focused message that SELLS.