Books
Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit
Our bestselling book tells you why and shows you how.
The world leading step-by-step guide to creating a value proposition.
Follow the step-by-step process in this book and you will -
• Make it easy for your customers to buy from you
• Engage and convert better prospects
• Pursue the right opportunities
• Improve your cost of sale
• Generate high levels of repeat business
• Avoid price erosion
• Keep margins solid
Download an extract here
For marketers – For salespeople – For CEO’s
The authors take you through step-by-step the stages in creating your value proposition. Experts in sales, marketing and strategy for more than 20 years each, they have combined their experience and give you a simple framework to follow.
“Practical and pragmatic, this book will really help you create and build value for your clients.”
Sean Finnan, Managing Director, EDS UK and Ireland
“Value Propositions are the most useful selling tools marketing has ever created, although – up until now – there’s been very little advice to help salespeople use them. Here, for the first time, the authors have given us a comprehensive and practical guide that fills a real need.”
Neil Rackham, author of SPIN Selling and Visiting Professor at Portsmouth and Cranfield Business Schools
“Essential, hands-on advice on how to generate profitable business by harnessing the experience of your clients. This is the book that shows you how to create and build value.”
Mike Southon, Financial Times columnist, best-selling author and entrepreneur mentor
“90% of directors don’t know what the components of a strategy are (HBR 2008). Even fewer know what a value proposition is. yet it’s this which makes the difference between success and failure. At last, there is now a practical and very readable book spelling out how to build a value proposition. I commend this book to you.”
Professor Malcolm McDonald, Emeritus Professor, Cranfield University School of Management
“Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit” is published by Kogan Page and went on sale on 3rd October 2009.