Value Proposition

Members create and evolve winning value propositions for their services and products

Program Elements:

• Monthly meetings three times per month

Reasons to Investigate Value Proposition Teams:

• Dissatisfaction with business results. You're losing too many proposals, and have perceived ineffectiveness to establish credibility with prospects.

• Some key executives avoid business development situations. Often due to a lack of confidence, or a poor track record.

• Lost patience of poor performing programs. Money spent on programs such as lead generation, social media, or sales training seem ineffective.

• Difficulty communicating advantages. Despite investing in marketing consultants, coaching programs, and/or sales training, your company struggles to effectively communicate your advantages.

• Anxiety over market performance. Blaming poor performance on external factors, such as unscrupulous competitors, is not a scapegoat for poor results.

• Frustration with long selling cycles. The inability to close business is clogging your pipeline, and negatively impacting results.

Description:

 The ultra-competitive environments that many businesses participate in intensifies the need to have an effective value proposition.

Effective value propositions:

• Convey the intangible advantages that successfully differentiate a company’s services and products

• Explain brand promises and how value will be delivered

• Build brand equity by modeling the company’s overriding purpose in all activities, from service/product design to marketing, sales, all other interactions. Everything clients experience expresses a company’s overriding purpose.

The value proposition pulls all of the of components of a company’s business model into a system that builds credibility that it will deliver the value it promises.

The inability to effectively market/sell services and products is often the difference between significant success and marginal survival. No activity is more important than direct interaction that takes place between those in company’s key business development roles (CEO, sales, marketing, etc.) and prospect/client decision makers.

Every aspect of interacting with prospect/client decision makers either builds or weakens the value proposition, from setting up meetings through the agreements sought.

Having an effective value proposition combined with the skills to credibly position, market and sell against stiff competition is critical to success. When companies struggle to build new business, it is often due to ineffectively communicating or executing in accordance with their value proposition.

The Success Catalyst created Value Proposition teams to provide executives an environment to perfect their value proposition and develop the expertise to conduct business in accordance with the expectations it creates. Value Proposition teams are designed to empower executives who have avoided business development situations due to lack of confidence or success.

Teams ensure that all the elements of success are in place, from developing the key messages to enhancing the skills required to execute. Teams operate in a challenging environments, which litigate and mold the underlying beliefs and skills essential to successful interactions with prospect/client decision makers.

Our meetings are peer driven and collaborative. The environment is conducive to building inter-team accountability. Challenging engagement between teammates inspires innovative problem solving and best practices sharing.