Sales Pitch: How to Craft a Story to Stand Out and Win
channel and customer allows you to focus your resources. How will we win? What’s the defendable difference that will open up the gap between you and the others? What capabilities must be in place? Not just what do you need to do, but how will it become and stay a strength? What management systems are required? It’s easy enough to measure stuff. It’
... See moreamazon.com • The Coaching Habit: Say Less, Ask More & Change the Way You Lead Forever
1. Prioritize your value messages. 2. Identify the emotional, political and rational considerations of your customers to create message layers. 3. Draw together the messages, offers, and customer buyers to create focus.
Helen Blake • Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit
topic guides to structure the discussions so as to extract information around: perceived value to the individual and their organization; market issues; competitors; offers; areas of strength; and any constructive feedback the interviewee wishes to give.
Helen Blake • Creating and Delivering Your Value Proposition: Managing Customer Experience for Profit
Market confusion starts with our disconnect between understanding the product as product creators, and understanding the product as customers first perceive it.