Archives for Tag “Value Selling”

Why Most Value Propositions Fall Short

October 28th, 2013
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Often value proposition statements are crafted as marketing slogans or simple tag lines. But this does not fit with the actual purpose of value propositions. A Gartner survey of 600 IT vendors revealed that most fail to quantify value propositions. Besides this, many value propositions also suffer from other shortcomings.Before digging into the world of shortcomings, first slip into the role of...

How to Craft a Powerful Value Proposition

October 21st, 2013
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In the last post on value propositions, we gave you a better understanding of the different types of value proposition statements and which elements make them persuasive to customers. But when it comes to developing value proposition statements many may think this is a science. Actually it isn’t. Crafting a value proposition statement is neither science nor art. If done correctly, it...

What Makes a Value Proposition Persuasive to Your Customers?

October 4th, 2013
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A value proposition is a statement that helps your customers understand that your offering is superior to those from your competitors. The term “value proposition” has been widely used in business in the last decade.  However, there is no uniform understanding of what constitutes a value proposition.Based on their research presented in the Harvard Business Review, the authors of “Value Propositions in...

Why SAP Partners Should Use Business Cases in Their Sales Cycles – Reasons & Benefits

September 26th, 2013
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The sales situations encountered when selling technology, including hardware, software, services, or “solutions”, differ greatly from the sales situations common in other industries. With technology, it’s all about the business-to-business sale of expensive products and services in a market where a few vendors compete intensely with one another. From the prospect’s point of view, buying the product is a business decision where...