MY LATEST BOOK “CREATING VALUE: BUILD A WINNING VALUE PROPOSITION”
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MY LATEST BOOK “CREATING VALUE: BUILD A WINNING VALUE PROPOSITION”

After my first book “Proposing Value: Make It Easier For The Customer To Choose You” reached #2 on Amazon, I realized I had been remiss in not thanking my readers who bought the book!  Please accept my apologies.  Hopefully I can make up for the oversight with a special offer just for you on my newest book.

Creating Value: Build A Winning Value Proposition” will be officially launched on Amazon this week and on Friday, November 18 you can purchase a Kindle version for just $0.99.  This book is a prequel to “Proposing Value” and takes us back to how a compelling value proposition is created.

Value is the currency of business relationships and it is certainly the currency of sales.  When the customer sees the value, you win the deal.  When they don’t, well that is the reason every time you lose the deal.  When customers see a lot of value they typically want to close bigger deals and feel motivated to close them sooner.  Yet value is perhaps the most misunderstood concept in business.

In “Creating Value” we will explore what value is and how to build a compelling value proposition that will make the customer sit up and take notice.  I look forward to your comments and it is my hope that even long-time readers will find new ideas and thinking that I have not shared with you in the past.

Please click on the link below:

CREATING VALUE: BUILD A WINNING PROPOSITION

As always, thanks for your interest in my writings and your support!

Good selling!

 

Learn More About Value LifecycleTM

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Value Lifecycle TM conducts customized training workshops for executives, sales management, salespeople and cross-functional team members. Our interactive workshops address real business issues and apply key concepts to participants’ businesses, live accounts, opportunities, negotiations, and more.

HOW DO YOU KNOW THIS OPPORTUNITY IS QUALIFIED?

This is a tough and sometimes unwelcome question often fraught with emotion – especially for the sales team pursuing the opportunity. However, it is imperative they know a B2B opportunity is qualified and therefore worth committing precious hours and limited corporate resources in pursuing.

“It’s an approved project with budget. We’ve met with all of the key buying influencers – and they really like what we have to say!” I am willing to bet this opportunity would easily clear the “qualified” hurdle and would probably show as “upside” or perhaps even “commit” in many a sales pipeline. But is it really qualified?

Meet Steve Thompson

Steve is president and founder of Value Lifecycle TM, a strategy execution consulting practice that helps both selling and buying organizations position, negotiate, and close “must-win” deals. Steve works closely with clients to help them advance their corporate strategy, strengthen relationships with their customers and suppliers, and achieve sustainable business outcomes.

True Compass

Is this opportunity qualified? Do I have a compelling value proposition that will increase my odds of winning?

Does my proposal setup the right negotiation? What is the “right deal” for this opportunity?

Is this customer likely to renew? What is changing with the customer’s business that presents new opportunities for me?

Work with Steve