Description
Book SynopsisCindy Barnes is the founder and CEO of Futurecurve*. A product and service innovator and strategic business developer, she gained her practical experience at leading organizations such as Panavision and Capgemini, where she created the value proposition function and led business development.
Helen Blake is a leading marketer and business developer and has held senior positions in a number of the world's largest consulting firms, including Accenture and KPMG. Helen is currently on the Board of Futurecurve.
David Pinder is a leading communications specialist. He has worked in sales and marketing roles with Procter & Gamble, Hertz Corporation and Forte Hotels, and now provides value-creating business writing support for some of the world's leading companies, including Accenture. Visit David at www.pinderandco.com.
*Futurecurve is a leading management consultancy that helps organizations discover, create and build market-facing value. Visit Cindy and Helen at www.f
Trade Review"Value Propositions are the most useful selling tools marketing has ever created, although - up until now - theres been very little advice to help salespeople use them. Here, for the first time, the authors have given us a comprehensive and practical guide that fills a real need." * Neil Rackham, author of SPIN Selling and Visiting Professor at Portsmouth and Cranfield BusinessSchools *
"Practical and pragmatic, this book will really help you create and build value for your clients." * Sean Finnan, Managing Director, EDS UK and Ireland. *
Table of Contents
- Chapter - 00: Introduction;
- Chapter - 01: What do you really think about customers?;
- Chapter - 02: What is a value proposition?;
- Chapter - 03: The value-focused approach;
- Chapter - 04: Creating your value proposition;
- Chapter - 05: Value Proposition Builder: Market;
- Chapter - 06: Value Proposition Builder: The value experience;
- Chapter - 07: Value Proposition Builder: Offerings;
- Chapter - 08: Value Proposition Builder: Benefits;
- Chapter - 09: Value Proposition Builder: Alternatives and differentiation;
- Chapter - 10: Value Proposition Builder: Proof;
- Chapter - 11: Value proposition template and value proposition statement;
- Chapter - 12: Message development;
- Chapter - 13: Implementation;
- Chapter - 14: Starting and sustaining;
- Chapter - 15: The value-focused enterprise
