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Designing Value Propositions for Sales Conversations

Format: Whitepaper

Posted in Empower Sales Conversations, Presales, Product Marketing, User Content

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What’s in this whitepaper?

Value Propositions are powerful sales tools.  Value selling delivers results.  CRM data from B2B organizations that have adopted value selling demonstrate that opportunities where a Value Proposition is used result in: (1) 5-15% higher win rates and (2) 5-25% higher price outcomes. That said, sales tools are only useful if they are designed to support effective customer conversations by customer-facing teams.  The content and usability of a Value Proposition matter to the success of any value selling effort.

Download Designing Value Propositions for Sales Conversations to learn:

  • Who should have the customer value conversation
  • The 4 themes involved in designing Value Propositions for sales teams
  • Which graphs communicate value most effectively
  • How Value Propositions help engage customers and differentiate
  • The 4 steps to test a Value Proposition

ABOUT THE AUTHOR, PEYTON MARSHALL

Peyton Marshall

Peyton Marshall, Ph.D. is CEO of LeveragePoint. Previously, he served as CFO and Acting CEO at PanacosPharmaceuticals, Inc., CFO of EPIX Pharmaceuticals, Inc. and as CFO of The Medicines Company through their initial public offering and commercial launch of Angiomax®. Previously, he was an investment banker in London at Union Bank of Switzerland, and at Goldman Sachs where he was head of European product development. He has served on the faculty in the Economics Department at Vanderbilt University. Dr. Marshall holds an AB in Economics from Davidson College, and a Ph.D. in Economics from the Massachusetts Institute of Technology.

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