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The Heathrow T5 Customer Experience
May 10, 2012 by Cindy Barnes
We’re in the business of The Total Value Proposition – the whole of the experience a customer has from all of the interactions with a business (for business also read any organisation). This includes the actual product or service and all interactions before the sale, during the sale and after the sale. So this made [...]
The honest value proposition
May 4, 2012 by Cindy Barnes
There is a big spectrum in good communication between what constitutes marketing spin versus what is a totally honest representation of your business, or you as an individual. We are advocates of discovering and harnessing what constitutes value. And this value has to be real – in other words truly valued by your ‘customers’ – [...]
The Challenger Sale
April 25, 2012 by Cindy Barnes
This is such a great book and the quality, quantity and overall rigour of the research is hugely impressive. I anticipate books based on extensive research to be a difficult read but, on the contrary, Matt and Brent give us a thoughtful, focused, concise and yet easy writing style making the book a joy to [...]
Customers want real value not just BOGOFs
April 25, 2012 by Helen Blake
Guess what? It would seem that companies are starting to consider once again the idea that people like having a positive value experience when they go shopping – especially having the ability to ask questions of a member of staff when they’re shopping. In the vanguard of this value experience ‘revolution’ we find the corporate [...]
Emotionally intelligent signage
March 29, 2012 by Cindy Barnes
I saw this wonderful recycling point in Stockholm airport this week. Rather than just the usual signed bins that tell you, in a very rational way, which one to put your cardboard, glass or plastic in, this one gives an emotional sense of why you are bothering to recycle. The pretty, stylised tree with the natural [...]
Be a Challenger to Achieve Sales Success in 2012
On Wednesday 4 April 2012 at 4pm (UK time) we will be co-hosting a webinar with Tom Pisello, CEO of Alinean. This webinar will review groundbreaking research that turns traditional sales success beliefs on its head, and provides specific sales enablement advice and tools to turn your sales professionals into challengers that break the status-quo [...]
Harnessing Value: the Winning Value Proposition Event
March 13, 2012 by Cindy Barnes
It’s interesting to see that value proposition is a topic that is reaching and touching all parts of business. So it’s no surprise to me that Proposal Managers are keen to learn more about how to create and use value propositions to make the difference between the success or failure of a bid. The UK [...]
The Emperor’s New Value Proposition
October 28, 2011 by Cindy Barnes
Most of us remember the story of the Emperor’s new clothes. For those who need a refresher – the story tells of the Emperor who cared for nothing but his appearance and attire and who hired two tailors who promised him the finest suit of clothes from a fabric invisible to anyone who is unfit [...]
Value Proposition: 6 essential need-to-knows
October 19, 2011 by Helen Blake
Now we all know rationally that nothing in life is easy and that a bit of blood, sweat and tears usually pays off with a good result. But as humans, secretly and emotionally we hope for (and are always on the look out for) the quick answer and the short-cut solution – the infamous ‘silver [...]
Are you mad? Choose your markets well
August 19, 2011 by Cindy Barnes
The ‘Value Proposition Builder’ has six phases, or inputs, that lead to the creation of your Value Proposition, the output of which can be a statement, a full template or a range of high level messaging which is then used as the internal ‘blueprints’ for all your sales and marketing communication. This first Market phase [...]