What is a Value Proposition
Over the past few years the world has moved into the era of ‘pull’. This is more than just pull marketing. It is an organisational-wide approach to how you make your whole organisation more attractive to pull customers towards you.
A total value proposition, created for your organisation or business unit, is a way of making you more desirable and attracting the right type of customers.
The total value proposition is all the good points that customers experience about your organisation including the:
• functionality and attributes of your product, service or solution
• behaviours of your people interacting with customers at every touchpoint
• values and greater purpose that your organisation stands for and the contribution it makes to the wider society and world
What is a sales proposition
When your salespeople meet with customers they need a pitch, a series of insights and benefits and return-on-investment models all woven together into a story. This is the sales proposition and it consists of messages derived from your total value proposition and delivered to customers during sales meetings.