{"product_id":"creating-and-delivering-your-value-proposition-9780749476519","title":"Creating and Delivering Your Value Proposition","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cb\u003eCindy Barnes\u003c\/b\u003e 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.\u003cb\u003eHelen Blake\u003c\/b\u003e 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.\u003cb\u003eDavid Pinder\u003c\/b\u003e is a leading communications specialist. He has worked in sales and marketing roles with Procter \u0026amp; 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.\u003cb\u003e*Futurecurve\u003c\/b\u003e is a leading management consultancy that helps organizations discover, create and build market-facing value. Visit Cindy and Helen at www.f\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"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 *\u003cbr\u003e\"Practical and pragmatic, this book will really help you create and build value for your clients.\" * Sean Finnan, Managing Director, EDS UK and Ireland. *\u003cbr\u003e\"Ninety percent of directors don't know what the components of a strategy are (HBR 2008). Even fewer know what a value proposition is, yet it's this which makes the difference between success and failure. At last there is now a practical and very readable book spelling out how to build a value proposition. I commend this book to you.\" * Malcolm McDonald, Emeritus Professor, Cranfield University School of Management *\u003cbr\u003e\"A careful look at value propositions... As a reference guide for salespeople and managers, the book provides valuable information.\" * Book News, Inc. *\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cul\u003e\u003cli\u003e\u003cul\u003e\n\u003cli\u003eChapter - 00: \tIntroduction;\u003c\/li\u003e\n\u003cli\u003eChapter - 01: \tWhat do you really think about customers?;\u003c\/li\u003e\n\u003cli\u003eChapter - 02: \tWhat is a value proposition?;\u003c\/li\u003e\n\u003cli\u003eChapter - 03: \tThe value-focused approach;\u003c\/li\u003e\n\u003cli\u003eChapter - 04: \tCreating your value proposition;\u003c\/li\u003e\n\u003cli\u003eChapter - 05: \tValue Proposition Builder: Market;\u003c\/li\u003e\n\u003cli\u003eChapter - 06: \tValue Proposition Builder: The value experience;\u003c\/li\u003e\n\u003cli\u003eChapter - 07: \tValue Proposition Builder: Offerings;\u003c\/li\u003e\n\u003cli\u003eChapter - 08: \tValue Proposition Builder: Benefits;\u003c\/li\u003e\n\u003cli\u003eChapter - 09: \tValue Proposition Builder: Alternatives and differentiation;\u003c\/li\u003e\n\u003cli\u003eChapter - 10: \tValue Proposition Builder: Proof;\u003c\/li\u003e\n\u003cli\u003eChapter - 11: \tValue proposition template and value proposition statement;\u003c\/li\u003e\n\u003cli\u003eChapter - 12: \tMessage development;\u003c\/li\u003e\n\u003cli\u003eChapter - 13: \tImplementation;\u003c\/li\u003e\n\u003cli\u003eChapter - 14: \tStarting and sustaining;\u003c\/li\u003e\n\u003cli\u003eChapter - 15: \tThe value-focused enterprise\u003c\/li\u003e\n\u003c\/ul\u003e\u003c\/li\u003e\u003c\/ul\u003e","brand":"Kogan Page","offers":[{"title":"Default Title","offer_id":51037651239255,"sku":"9780749476519","price":97.0,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780749476519.jpg?v=1750936681","url":"https:\/\/bookcurl.com\/products\/creating-and-delivering-your-value-proposition-9780749476519","provider":"Book Curl","version":"1.0","type":"link"}