Comments on: Value Propositions Change Through The Sales Cycle http://partnersinexcellenceblog.com/value-propositions-change-through-the-sales-cycle/ Making A Difference - In Business and Your Personal Life Thu, 09 Feb 2012 22:53:03 +0000 hourly 1 http://wordpress.org/?v=3.3 By: David Brock http://partnersinexcellenceblog.com/value-propositions-change-through-the-sales-cycle/comment-page-1/#comment-8723 David Brock Sun, 23 Jan 2011 21:12:08 +0000 http://partnersinexcellenceblog.com/?p=451#comment-8723 Bob, thanks for the insightful comment. I don't disagree. However, I think the real problem is that too many marketing and sales professionals tend to view the value proposition as something that's static. In reality it must be dynamic--becoming more refined and personalized, not only to the company you are selling to, but also to each person invovled in the sales process. Ultimately, we must present a unique, differentiated, relevant value proposition to each person invovled in the decisionmaking process. As early as we can start to differentiate ourselves is all that much better. Thanks for adding to the discussion, I really appreciate your views! Bob, thanks for the insightful comment. I don’t disagree. However, I think the real problem is that too many marketing and sales professionals tend to view the value proposition as something that’s static. In reality it must be dynamic–becoming more refined and personalized, not only to the company you are selling to, but also to each person invovled in the sales process. Ultimately, we must present a unique, differentiated, relevant value proposition to each person invovled in the decisionmaking process. As early as we can start to differentiate ourselves is all that much better.

Thanks for adding to the discussion, I really appreciate your views!

]]> By: Bob Ennamorato http://partnersinexcellenceblog.com/value-propositions-change-through-the-sales-cycle/comment-page-1/#comment-8721 Bob Ennamorato Sun, 23 Jan 2011 20:28:00 +0000 http://partnersinexcellenceblog.com/?p=451#comment-8721 Dave, in this day of multiple competitors and channels, I think what we have to make prospects aware of and interested in right from the start is that we are differentiated and superior. If that is not established early on we might never get "invited to the party" nor have a chance to present and develop our value proposition. A Top 50 Construction Company Director of Procurement recently said "the last thing in the world I need is more vendors and more salespeople knocking on my door.". I think we need to establish our differentiation and superiority first, than work to show how those differences can be of value. Dave, in this day of multiple competitors and channels, I think what we have to make prospects aware of and interested in right from the start is that we are differentiated and superior. If that is not established early on we might never get “invited to the party” nor have a chance to present and develop our value proposition. A Top 50 Construction Company Director of Procurement recently said “the last thing in the world I need is more vendors and more salespeople knocking on my door.”. I think we need to establish our differentiation and superiority first, than work to show how those differences can be of value.

]]> By: David Brock http://partnersinexcellenceblog.com/value-propositions-change-through-the-sales-cycle/comment-page-1/#comment-755 David Brock Thu, 05 Nov 2009 15:28:58 +0000 http://partnersinexcellenceblog.com/?p=451#comment-755 Shane, thanks for the thoughtful comments. It's amazing how easy sales can become if we start where the customer is at, understanding what they need in their terms, rather inflicting them with a random walk through our features/functions and forcing them to decide if they produce value. Appreciate your views, keep visiting and commenting, it improves the quality of the discussion! Shane, thanks for the thoughtful comments. It’s amazing how easy sales can become if we start where the customer is at, understanding what they need in their terms, rather inflicting them with a random walk through our features/functions and forcing them to decide if they produce value.

Appreciate your views, keep visiting and commenting, it improves the quality of the discussion!

]]> By: Shane Mooney http://partnersinexcellenceblog.com/value-propositions-change-through-the-sales-cycle/comment-page-1/#comment-751 Shane Mooney Wed, 04 Nov 2009 10:41:22 +0000 http://partnersinexcellenceblog.com/?p=451#comment-751 Dave, Great insights- I fully agree, the sales person must have a clear objective at each stage of the process, at the initial meeting it may be as simple as getting comittment to meeting for a cup of coffee. You continually refer in your blogs to listening to the customer, and understanding what their requirements are, not what you think they are. Sound advice- Too often the sales person will jump in and offer the solution they think is required, as opposed to fully understanding the customer, creating empathy, and truly meeting a need of theirs. Dave,

Great insights- I fully agree, the sales person must have a clear objective at each stage of the process, at the initial meeting it may be as simple as getting comittment to meeting for a cup of coffee.

You continually refer in your blogs to listening to the customer, and understanding what their requirements are, not what you think they are. Sound advice- Too often the sales person will jump in and offer the solution they think is required, as opposed to fully understanding the customer, creating empathy, and truly meeting a need of theirs.

]]> By: David Brock http://partnersinexcellenceblog.com/value-propositions-change-through-the-sales-cycle/comment-page-1/#comment-748 David Brock Tue, 03 Nov 2009 12:27:52 +0000 http://partnersinexcellenceblog.com/?p=451#comment-748 Jim, thanks for the insight. At each step of the sales process, we have to earn the right to take the next step. As you point out, our value propositions---and the value we create in the interchange, are critical to building trust, differentiating solution. When we can no longer demonstrate superior value, we are out! Thanks for taking the time to comment. Your insights are always valuable. Regards Dave Jim, thanks for the insight. At each step of the sales process, we have to earn the right to take the next step. As you point out, our value propositions—and the value we create in the interchange, are critical to building trust, differentiating solution. When we can no longer demonstrate superior value, we are out!

Thanks for taking the time to comment. Your insights are always valuable. Regards Dave

]]> By: Keenan http://partnersinexcellenceblog.com/value-propositions-change-through-the-sales-cycle/comment-page-1/#comment-745 Keenan Tue, 03 Nov 2009 04:58:47 +0000 http://partnersinexcellenceblog.com/?p=451#comment-745 A sales process is a series of sales. Each sale has its set of sales related requirements, starting with the value proposition. Ex: during the cold call, the "sale" is a commitment or yes to meet. In order to get that sale, you have to have a value proposition worthy of the hour meeting you are asking for. Once you have a meeting, the next phase of the sales, access to the executives, willingness to do a trial etc. will also require a value proposition worthy of the next request. Once you run out of "value" game over. Whether it's at the cold call stage or at the final decision. The key: don't run out of value. Nice post David A sales process is a series of sales. Each sale has its set of sales related requirements, starting with the value proposition. Ex: during the cold call, the “sale” is a commitment or yes to meet. In order to get that sale, you have to have a value proposition worthy of the hour meeting you are asking for. Once you have a meeting, the next phase of the sales, access to the executives, willingness to do a trial etc. will also require a value proposition worthy of the next request. Once you run out of “value” game over. Whether it’s at the cold call stage or at the final decision.

The key: don’t run out of value.

Nice post David

]]> By: uberVU - social comments http://partnersinexcellenceblog.com/value-propositions-change-through-the-sales-cycle/comment-page-1/#comment-743 uberVU - social comments Mon, 02 Nov 2009 23:32:35 +0000 http://partnersinexcellenceblog.com/?p=451#comment-743 <strong>Social comments and analytics for this post...</strong> This post was mentioned on Twitter by QuoteStore: Value Propositions Change Through The Sales Cycle http://bit.ly/2UmZ3T... Social comments and analytics for this post…

This post was mentioned on Twitter by QuoteStore: Value Propositions Change Through The Sales Cycle http://bit.ly/2UmZ3T...

]]> By: David Brock http://partnersinexcellenceblog.com/value-propositions-change-through-the-sales-cycle/comment-page-1/#comment-740 David Brock Mon, 02 Nov 2009 20:42:38 +0000 http://partnersinexcellenceblog.com/?p=451#comment-740 Christian, thanks for your comment and the reference to the slides from your Masterclass. We are well aligned in our thinking! Christian, thanks for your comment and the reference to the slides from your Masterclass. We are well aligned in our thinking!

]]> By: Christian Maurer http://partnersinexcellenceblog.com/value-propositions-change-through-the-sales-cycle/comment-page-1/#comment-739 Christian Maurer Mon, 02 Nov 2009 19:23:10 +0000 http://partnersinexcellenceblog.com/?p=451#comment-739 Dave, I see a lot of resemblance in our thinking. With this link you can see the slides I used for a masterclass on this subject. http://www.slideshare.net/camaurer/dynamic-value-proposition-v15-handout-copy. A sequel is planned for November 10th considering the adaptation to key characteristics of the recipient. ~Christian Dave,

I see a lot of resemblance in our thinking. With this link you can see the slides I used for a masterclass on this subject. http://www.slideshare.net/camaurer/dynamic-value-proposition-v15-handout-copy. A sequel is planned for November 10th
considering the adaptation to key characteristics of the recipient.

~Christian

]]> By: Tweets that mention Value Propositions Change Through The Sales Cycle | Partners in EXCELLENCE Blog -- Topsy.com http://partnersinexcellenceblog.com/value-propositions-change-through-the-sales-cycle/comment-page-1/#comment-738 Tweets that mention Value Propositions Change Through The Sales Cycle | Partners in EXCELLENCE Blog -- Topsy.com Mon, 02 Nov 2009 18:51:03 +0000 http://partnersinexcellenceblog.com/?p=451#comment-738 [...] This post was mentioned on Twitter by davidabrock and Instant QuoteStore, Dallas Bragg. Dallas Bragg said: RT @davidabrock: Your value propostion changes as you progress through the sales cycle. http://ow.ly/yGqJ [...] [...] This post was mentioned on Twitter by davidabrock and Instant QuoteStore, Dallas Bragg. Dallas Bragg said: RT @davidabrock: Your value propostion changes as you progress through the sales cycle. http://ow.ly/yGqJ [...]

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