You know the drill. A useful new product is launched. Millions of dollars in development and people s careers are staked on its success. There are even some customers who positively love it.
But it doesn’t sell. At least, not enough. Sales presentations don t lead to deal-making. Special sales training fizzles. Sales and marketing begin blaming each other. Everybody loses.
Why does this happen?
There are a variety of reasons, but they all revolve around one thing: the value proposition.
I know because I worked for many years in companies that thought a lot about their product, but didn’t really understand its value. If they did have an idea about its value, they ran into another problem: how can we get customers to see it so we can sellsomething!Now, you can read an excellent article that clarifies the secrets of customer value propositions:
Business Value Mapping – A Key to Making Sales Easier
[testimonial1 author=”Michael Ray, Michael Ray, LLC (Engineering Your Potential)”]I just wanted you to know that I truly enjoyed your Business Value Mapping article. I am in the business of selling professional services and my biggest challenge is “tangibilizing the intangible.” Your value mapping outline has helped me take a significant step towards refining my approach with my clients.[/testimonial1]
This article tells the story of one company’s struggle to develop and launch powerful new products – products that should have been successful. You’ll learn the real issues involved in developing sales processes based on value (as opposed to price). And you’ll learn the on-ramp to a step-by-step approach to defining, measuring, and improving the sales process.
To read “Business Value Mapping – A Key to Making Sales Easier,” fill out the form above. You’ll receive an email with a link to the article in a few minutes.