Value Proposition : Neil Rackham on the importance to sales

A value proposition is the most useful selling tool marketing has ever created, although - up until now - there's been very little practical advice to help salespeople. Value propositions help you prioritise and deploy your sales resource to maximum effect.
Neil Rackham, author of SPIN Selling and Visiting Professor at Portsmouth and Cranfield Business Schools talking about the value propositions and the book created by Futurecurve, 'Creating and Delivering your Value Proposition: Managing Customer Experience for Profit'

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Tags:

• neil_rackham
• value_proposition
• sales
• selling
• marketing
• training
• value
• profit
• proposition
• value_propositions

[outforashout]

Loved the conversation. Remind me to wear my maroon shirt the next time we all hang out.

[Futurecurve]

Glad you like it. So you don't get caught out when you drop by, we're moving onto ochre with a hint of nutmeg for 2010.

Maroon was so last year.

[MariaWalk]

This makes a great deal of sense. Where can I buy the book you mention?

[Futurecurve]

The book is available from Amazon 'Creating and delivering your value proposition: Managing customer experience for profit' ISBN: 978-0-7494-5512-5.

[antoniagale]

Really clear message. This has been very useful. Excellent.

[studentukuni360]

Very informative video... Look forward to reading the book!

[sampal27]

Informative video on the application of value propostion with an interview from a world expert on the subject. A useful tool for all sales and marketing enterprises

[uncut333]

Interesting and informative from Future Curve.

[pilatesbiz]

Brilliant video I have definately learnt something about Value Proposition!