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The Irresistible Value Proposition
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Book Synopsis The Irresistible Value Proposition by : Steve Thompson
Download or read book The Irresistible Value Proposition written by Steve Thompson and published by Value Lifecycle. This book was released on 2019-03-14 with total page 100 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Irresistible Value Proposition takes the least understood concept in business-value-and turns it into a powerful selling tool! In B2B sales, you make your value proposition irresistible when you:1. Tie it to both business and personal priorities of key decision makers2. Highlight your incremental value to their most likely alternative3. Present it using the customer's success metricsLearn to make the customer want what you're selling-and want it now-by clearly communicating your value in their language.
Book Synopsis Reality In Advertising by : Rosser Reeves
Download or read book Reality In Advertising written by Rosser Reeves and published by Lulu.com. This book was released on 2017-06-09 with total page 123 pages. Available in PDF, EPUB and Kindle. Book excerpt: Rarely has a book about advertising created such a commotion as this brilliant account of the principles of successful advertising. Published in 1961, Reality in Advertising was listed for weeks on the general best-seller lists, and is today acknowledged to be advertising's greatest classic. It has been translated into twelve languages and has been published in twenty-one separate editions in fifteen countries. Leading business executives, and the advertising cognoscenti, hail it as "the best book for professionals that has ever come out of Madison Avenue." Rosser Reeves says: "The book attempts to formulate certain theories of advertising, many quite new, and all based on 30 years of intensive research." These theories, whose value has been proved in the marketplace, all revolve around the central concept that success in selling a product is the key criterion of advertising. Get Your Copy Now
Book Synopsis The Camel Theory by : Marco Lucchina
Download or read book The Camel Theory written by Marco Lucchina and published by Independently Published. This book was released on 2018-05-15 with total page 143 pages. Available in PDF, EPUB and Kindle. Book excerpt: What happens when we propose our idea, our value proposition, to others? In a world with many options, but not enough time to examine them, people will act in one of two ways: either they will ignore it, or they will use decisional shortcuts to make a choice. The second one is the best option, but is it a coincidence or the result of a strategy? How can a great idea, about a product or service, become a success? The answer lies in emotional marketing; making it possible to create successful propositions based on the simple premise of telling one's own story (only) to those who're willing to listen. Finding someone "who cares". In the B2B world, things are only seem to be different. We still have to convince someone about our idea and our passion, our dedication and competence.Behind the specialized communication, there's a human being who makes decisions, according to their own beliefs and experiences. Their being human affects their choices more than their being a "professional". Therefore, the goal doesn't change: it's about finding people who are willing to listen, just using a different channel that is, nonetheless, able to take advantage of the same decisional mechanisms. The channel will be the relationship, while the mechanisms will be our interlocutor's personal needs. The process through which we succeed is qualification: making our product/service appear unique, irresistible and tailor-made for that specific customer. This isThe Camel Theory: how to design and execute your unique value proposition.
Download or read book SNAP Selling written by Jill Konrath and published by Penguin. This book was released on 2010-05-27 with total page 255 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.
Book Synopsis Crossing the Chasm by : Geoffrey A. Moore
Download or read book Crossing the Chasm written by Geoffrey A. Moore and published by Harper Collins. This book was released on 2009-03-17 with total page 254 pages. Available in PDF, EPUB and Kindle. Book excerpt: Here is the bestselling guide that created a new game plan for marketing in high-tech industries. Crossing the Chasm has become the bible for bringing cutting-edge products to progressively larger markets. This edition provides new insights into the realities of high-tech marketing, with special emphasis on the Internet. It's essential reading for anyone with a stake in the world's most exciting marketplace.
Download or read book Value Proposition written by Jian Yuchi and published by Springer Nature. This book was released on 2020-05-14 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: The book discusses, elaborates on and answers questions to the following points: Firstly, what has changed through the information technology represented by software, Internet and big data? How do these changes effect the production relationships, the production mode and the industrial development model? Can China realize a "great-leap-forward" in economic development by promoting such a new Internet economy? Secondly, what is the format shown by the Internet economy? Is the Internet economy a market economy, or a planned economy, or is it an economic complex format which combines the planned economy and the market economy? What is the structure of the future economy? Which entities will compete with each other throughout the industries? What is the format of the future financial investment industry? Why does the Internet economy have a revolutionary impact on the economic base and the superstructure? Thirdly, let us look back on the traditional manufacturing industry. What on earth is the core value of the manufacturing industry? How is the core technology and core value of manufacturing realized? Why can it be that the industrial Internet will become a rare historical opportunity for China's manufacturing industry and economy to achieve a "great-leap-forward" development? Finally, in the big economic tide of Internet and big data, what are the future variables of China’s economy? What is the established economic policy of the United States for the global economy and industries? How should the economic variables of the United States be best dealt with, those that are determined as “US priority” and “the return of manufacturing industry” strongly promoted by the U.S. President Trump?
Download or read book Face Value written by Alexander Todorov and published by Princeton University Press. This book was released on 2017-05-30 with total page 337 pages. Available in PDF, EPUB and Kindle. Book excerpt: The scientific story of first impressions—and why the snap character judgments we make from faces are irresistible but usually incorrect We make up our minds about others after seeing their faces for a fraction of a second—and these snap judgments predict all kinds of important decisions. For example, politicians who simply look more competent are more likely to win elections. Yet the character judgments we make from faces are as inaccurate as they are irresistible; in most situations, we would guess more accurately if we ignored faces. So why do we put so much stock in these widely shared impressions? What is their purpose if they are completely unreliable? In this book, Alexander Todorov, one of the world's leading researchers on the subject, answers these questions as he tells the story of the modern science of first impressions. Drawing on psychology, cognitive science, neuroscience, computer science, and other fields, this accessible and richly illustrated book describes cutting-edge research and puts it in the context of the history of efforts to read personality from faces. Todorov describes how we have evolved the ability to read basic social signals and momentary emotional states from faces, using a network of brain regions dedicated to the processing of faces. Yet contrary to the nineteenth-century pseudoscience of physiognomy and even some of today's psychologists, faces don't provide us a map to the personalities of others. Rather, the impressions we draw from faces reveal a map of our own biases and stereotypes. A fascinating scientific account of first impressions, Face Value explains why we pay so much attention to faces, why they lead us astray, and what our judgments actually tell us.
Book Synopsis No More 'Think it Over' by : Sam Choo
Download or read book No More 'Think it Over' written by Sam Choo and published by Hope Publishing. This book was released on with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you tired of hearing "I need to think it over" from prospects who never call back? Do you want to turn hesitation into decisive action and skyrocket your sales? In this groundbreaking guide, you'll discover: * The hidden psychology behind buyer resistance and how to overcome it * Proven strategies to conquer 12 common sales objections before they even arise * Advanced techniques to create urgency without being pushy * The ultimate toolkit for crafting irresistible value propositions * Practical scripts, templates, and roleplays for any sales situation Whether you're a seasoned sales professional or a digital marketing novice, this book is your secret weapon for transforming "maybe" into "yes." With real-world case studies, actionable advice, and industry-specific guides, you'll learn to: * Build unshakeable trust and credibility with prospects * Navigate complex decision-making processes with ease * Stand out in a sea of competitors * Master objection handling across all communication channels Don't let another sale slip through your fingers. It's time to stop hearing "I'll think about it" and start hearing "Where do I sign?" Arm yourself with "No More 'Think it Over'" and watch your conversion rates soar. Your path to sales mastery starts here!
Book Synopsis Sales Strategy Insights by : Mansoor Muallim
Download or read book Sales Strategy Insights written by Mansoor Muallim and published by M M Info Care. This book was released on 101-01-01 with total page 148 pages. Available in PDF, EPUB and Kindle. Book excerpt: Chapter 1: The Foundations of Sales Strategy Setting: A cozy coffee shop, where Jammy, the sales strategy expert, and Canny, the enthusiastic learner, are engaged in an enlightening conversation. Jammy: Hey Canny, I'm glad you're interested in learning about sales strategy. It's an exciting and essential aspect of any business. So, let's start with the basics. Sales strategy is all about planning and executing tactics to achieve your sales objectives effectively. It involves understanding your target market, defining your unique selling proposition, and creating a roadmap to reach your sales goals. Canny: Thanks, Jammy! That sounds intriguing. Where should we begin? Jammy: Well, let's start with understanding your customers. Knowing your target audience inside out is crucial. Analyze their needs, preferences, pain points, and buying behaviors. This information will help you tailor your sales approach and offer solutions that resonate with them. Canny: Got it! Knowing my customers better will give me an edge. What's next? Jammy: Once you have a clear picture of your customers, it's time to define your unique selling proposition (USP). What sets your product or service apart from the competition? Focus on the key benefits and features that make your offering stand out and address your customers' specific needs. Canny: That makes sense. I need to highlight what makes us special. How do I create a roadmap to achieve my sales goals? Jammy: Excellent question, Canny! Your sales roadmap outlines the steps you'll take to reach your objectives. Start by setting realistic and measurable goals. Break them down into smaller, achievable targets, and assign responsibilities to your team accordingly. A well-structured plan will keep everyone focused and motivated. Canny: I see the importance of a well-structured plan. But how do I actually sell to potential customers? Jammy: Ah, the sales process. It's a crucial part of your strategy. Begin by prospecting, which means identifying and qualifying potential leads. Next, engage with your prospects by presenting your USP and addressing their needs. Remember, active listening is key here. Ask questions and show genuine interest in solving their problems. Canny: Active listening, got it! What about handling objections? Jammy: Handling objections gracefully is an art. When a prospect raises concerns, don't be defensive. Acknowledge their points and offer well-thought-out responses. Addressing objections shows that you understand their hesitations and are committed to finding the best solution for them. Canny: That's helpful advice, Jammy. Is there anything else I should know to excel in sales strategy? Jammy: One last essential aspect is continuous improvement. Always track your sales performance, learn from both successes and failures, and adapt your approach accordingly. Sales is a dynamic field, and staying open to learning and growth is key to long-term success. Canny: Thank you so much, Jammy! I've learned a lot from our conversation. I can't wait to put these insights into practice. Jammy: You're welcome, Canny! Remember, sales strategy is a journey of learning and refinement. Stay curious and keep honing your skills. Best of luck on your sales adventures! Key Takeaways: The sales strategy involves planning and executing tactics to achieve sales objectives effectively. Understand your target audience's needs, preferences, and buying behaviors to tailor your sales approach. Define your unique selling proposition (USP) to set your offering apart from competitors. Create a well-structured sales roadmap with measurable goals and clear responsibilities. Engage with prospects actively, ask questions, and show genuine interest in solving their problems. Handle objections gracefully by acknowledging concerns and providing thoughtful responses. Embrace continuous improvement, track your sales performance, and adapt your approach as needed.
Book Synopsis Digital Transformation in the Cultural Heritage Sector by : Tiziana Russo Spena
Download or read book Digital Transformation in the Cultural Heritage Sector written by Tiziana Russo Spena and published by Springer Nature. This book was released on 2021-03-25 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book devises an alternative conceptual framework to understand digital transformation in the cultural heritage sector. It achieves this by placing a high importance on the role of technology in the strategic process of modeling and developing cultural services in the digital era. The focus is on how marketing activities and customer processes are being transformed by digital technologies to create better value, which can also be communicated to customers through an engaged and personalized approach. Much of the digital debate in cultural heritage is still in infancy. Some existing studies are anecdotal and often developed within the domain of established research streams, including studies with some technological aspects addressed partially and from an episodic or periodic perspective. Moreover, the critical changes that have emerged in the cultural management landscape are yet to be highlighted. This book fills that gap and provides a perspective on the cultural heritage sector, which uses the new social and technology landscape to describe the digital transformation in cultural heritage sectors. The authors highlight an inclusive perspective that addresses marketing strategy in the digital era as a proactive, technology-enabled process by which firms collaborate with customers to jointly create, communicate, deliver, and sustain experience and value co-creation.
Author :Professor of Economics School of Management and Finance Steve Thompson Publisher :Value Lifecycle ISBN 13 :9781544512471 Total Pages :104 pages Book Rating :4.5/5 (124 download)
Book Synopsis Must-Win Deals by : Professor of Economics School of Management and Finance Steve Thompson
Download or read book Must-Win Deals written by Professor of Economics School of Management and Finance Steve Thompson and published by Value Lifecycle. This book was released on 2018-11-03 with total page 104 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this crisp, accessible read, Steve Thompson brings value back to the light of day by highlighting the four key challenges that make it difficult for customers to award must-win deals to you.1. They don
Book Synopsis SaaS-tainable Growth by : Vimal Cherangattu
Download or read book SaaS-tainable Growth written by Vimal Cherangattu and published by Notion Press. This book was released on 2023-08-31 with total page 248 pages. Available in PDF, EPUB and Kindle. Book excerpt: In ""SaaStainable Growth: Product Marketing 101,"" Vimal Cherangattu demystifies the SaaS world, offering a sustainable roadmap to success. This isn't about magic pills or one-size-fits-all answers. This comprehensive guide blends real-world examples, templates, frameworks, and actionable insights for immediate impact. Dive deep into topics like product-market fit, crafting compelling value propositions, mastering launches, and strategic pricing. Designed for product marketers, business leaders, and SaaS enthusiasts, this book helps you: Distinctly position your SaaS products. Craft resonant value propositions. Launch products without a hitch. Set growth-boosting pricing strategies. Harness growth channels for customer acquisition and retention. With ""SaaStainable Growth,"" drive your venture forward, ensuring you stand out and succeed. Your journey in SaaS Product Marketing begins now.
Book Synopsis The 1-Page Marketing Plan by : Allan Dib
Download or read book The 1-Page Marketing Plan written by Allan Dib and published by Page Two. This book was released on 2021-01-25 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: WARNING: Do Not Read This Book If You Hate Money To build a successful business, you need to stop doing random acts of marketing and start following a reliable plan for rapid business growth. Traditionally, creating a marketing plan has been a difficult and time-consuming process, which is why it often doesn't get done. In The 1-Page Marketing Plan, serial entrepreneur and rebellious marketer Allan Dib reveals a marketing implementation breakthrough that makes creating a marketing plan simple and fast. It's literally a single page, divided up into nine squares. With it, you'll be able to map out your own sophisticated marketing plan and go from zero to marketing hero. Whether you're just starting out or are an experienced entrepreneur, The 1-Page Marketing Plan is the easiest and fastest way to create a marketing plan that will propel your business growth. In this groundbreaking new book you'll discover: - How to get new customers, clients or patients and how to make more profit from existing ones. - Why "big business" style marketing could kill your business and strategies that actually work for small and medium-sized businesses. - How to close sales without being pushy, needy, or obnoxious while turning the tables and having prospects begging you to take their money. - A simple step-by-step process for creating your own personalized marketing plan that is literally one page. Simply follow along and fill in each of the nine squares that make up your own 1-Page Marketing Plan. - How to annihilate competitors and make yourself the only logical choice. - How to get amazing results on a small budget using the secrets of direct response marketing. - How to charge high prices for your products and services and have customers actually thank you for it.
Download or read book Radical Relevance written by Bill Cates and published by . This book was released on 2019-09-30 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Your Value Proposition is not your Elevator Pitch, Positioning Statement, or Unique Selling Proposition. Your Value Proposition is the sum total of all the value you bring to your prospects, clients, strategic partners, and even your employees. Your Value Proposition is the foundation of your business. No value proposition = No business! In today's world of marketing-message overload, the most effective way to grab someone's attention is through radically relevant and critically compelling messaging. Communicating a relevant and compelling value proposition has always been a critical part of winning new business. And your overwhelmed prospects and clients need and even expect your value proposition to be bullseye relevant and continually compelling. In Radical Relevance, Hall of Fame marketer and speaker Bill Cates, lays out your complete road map to discover, formulate, and communicate your value proposition in a way that will be irresistible to just the right prospects, compel them to follow your recommendations, and repel prospects who aren't a perfect fit. Remember: if you try to appeal to everyone, you run the risk of appealing to no one.It's time to take a stand with your value!It's time to get Radically Relevant!
Download or read book The Great Formula written by Mark Joyner and published by John Wiley & Sons. This book was released on 2006-06-30 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for THE GREAT FORMULA "This book reminds me of Isaac Newton's discovery of gravity-a stunningly simple idea that changed the course of history. I've seen The Great Formula create millionaires with surprising speed. It's an exact recipe to turn a marginal business into a successful one." —David Garfinkel, author, Customers on Demand "Mark Joyner has once again succeeded at coming up with an entertaining and educational marketing masterpiece." —Dr. Mani Sivasubramanian, infopreneur and heart surgeon "With all the fancy buzzwords used to describe how to achieve success, here is a commonsense formula that cuts through the chatter and goes straight to the heart of what really works. This is truly a new perspective." —Joseph Sugarman, Chairman, BluBlocker Corporation "Save yourself a couple hundred thousand dollars on that degree. Clear out your bookcase. The MBA curriculum for this generation is The Irresistible Offer and The Great Formula." —Lou D'Alo, PowerUp! Coaching and Consulting
Book Synopsis Likeable Social Media: How to Delight Your Customers, Create an Irresistible Brand, and Be Generally Amazing on Facebook (& Other Social Networks) by : Dave Kerpen
Download or read book Likeable Social Media: How to Delight Your Customers, Create an Irresistible Brand, and Be Generally Amazing on Facebook (& Other Social Networks) written by Dave Kerpen and published by McGraw Hill Professional. This book was released on 2011-06-07 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: THE NEW YORK TIMES AND USA TODAY BESTSELLER! The secret to successful word-of-mouth marketing on the social web is easy: BE LIKEABLE. A friend's recommendation is more powerful than any advertisement. In the world of Facebook, Twitter, and beyond, that recommendation can travel farther and faster than ever before. Likeable Social Media helps you harness the power of word-of-mouth marketing to transform your business. Listen to your customers and prospects. Deliver value, excitement, and surprise. And most important, learn how to truly engage your customers and help them spread the word. Praise for Likeable Social Media: Dave Kerpen's insights and clear, how-to instructions on building brand popularity by truly engaging with customers on Facebook, Twitter, and the many other social media platforms are nothing short of brilliant. Jim McCann, founder of 1-800-FLOWERS.COM and Celebrations.com Alas, common sense is not so common. Dave takes you on a (sadly, much needed) guided tour of how to be human in a digital world. Seth Godin, author of Poke the Box Likeable Social Media cuts through the marketing jargon and technical detail to give you what you really need to make sense of this rapidly changing world of digital marketing and communications. Being human — being likeable — will get you far. Scott Monty, Global Digital Communications, Ford Motor Company Dave gives you what you need: Practical, specific how-to advice to get people talking about you. Andy Sernovitz, author of Word of Mouth Marketing: How Smart Companies Get People Talking
Book Synopsis The Irresistible Consultant's Guide to Winning Clients by : David A. Fields
Download or read book The Irresistible Consultant's Guide to Winning Clients written by David A. Fields and published by Morgan James Publishing. This book was released on 2017-03-21 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: This deeply insightful guide to understanding what clients really want is “an indispensable resource for consultants” (Keith Ferrazzi, #1 New York Times-bestselling author of Never Eat Alone). Independent consulting is a potentially lucrative enterprise—but the reality seldom matches the dream. Most solo consultants and boutique consulting firms are perpetually within six months of bankruptcy due to the sputtering unreliability of their new business engines. The problem, according to international consulting expert David A. Fields, is twofold: 1) lack of a consistent, proven plan, and 2) fundamental misunderstanding about what clients want in a consultant. Fields, who has helped hundreds of consultants and boutique firms worldwide build profitable, sustainable practices, replaces the typical consultant’s mindset of emphasizing expertise and differentiated processes with a focus on building relationships, engendering trust, and solving clients’ existing problems. In The Irresistible Consultant’s Guide to Winning Clients, Fields synthesizes his decades of experience into a step-by-step approach to winning more projects from more clients at higher fees. From nuts-and-bolts business advice and tactics to a deeply insightful breakdown of the human side of a very human profession, Fields, named one of Advertising Age magazine’s “Marketing Top 100,” delivers a comprehensive guidebook that is at once highly approachable and satisfyingly detailed. “If I could have just one book on client strategy, this book would be it.” —Marshall Goldsmith, #1 New York Times–bestselling author of Triggers
