The Value LifecycleTM Series

book-2-cover

“The purpose of selling is to create the potential for value for the customer – and this is what they want you to do.  They don’t want you to waste their time talking endlessly about your products, services and company like you competitors are doing.  Rather the sale should be all about them and the outcomes they want to achieve, which is the first step in the Value Lifecycle™.  This book is a prequel to “Proposing Value” and will show you how to create a compelling value proposition so that customers want to close a deal with you as quickly as possible.  Furthermore, the more potential value the customer sees, the more likely they want to close an even bigger deal.

The Value Lifecycle™ is a unique framework that looks at how a customer views an ongoing business relationship. Companies that are world-class at executing the Value Lifecycle™ model have much less account churn, enjoy higher conversion rates when selling to new customers, benefit from higher success rates at cross-selling and upselling, have higher margins on the deals they close, and retain customers longer.  In many cases they are virtually bullet-proof from competitor attacks.  Nobody is going to take that account away from them!”

Find it on Amazon.

Click here for the Alternative Analysis Example

Your proposal is one of the most powerful ways you can differentiate you and your company from the competition. It facilitates one of the critical conversations in the Value Lifecycle™ of the ongoing business relationship. In short, your proposal has the potential to make you and your company look very different—in a good way. In this book you will learn to build trust and credibility through your proposal, making it easy for the customer to choose you and your company.

Find it on Amazon.

Click here to read the Proposing Value Foreward

Click here for Value Lifecycle™ Proposal Template

Click here for Value Lifecycle™ Proposal Presentation Template

Learn More About Value LifecycleTM

Training & Workshops

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.

Three Promises Every Sales Team Needs to Make — and Keep

Steve was recently interviewed by Elizabeth Doty for an article in PWC’s Strategy + Business.  The topic centered on the key promises that every successful sales team must make (and keep) before, during and after the sale.  Enjoy!

Three Promises Every Sales Team Needs to Make — and Keep

 

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