Full Product Details
Author: Cindy Barnes ,
Helen Blake ,
David Pinder
Publisher: Kogan Page Ltd
Imprint: Kogan Page Ltd
Dimensions:
Width: 15.50cm
, Height: 1.30cm
, Length: 23.50cm
Weight: 0.365kg
ISBN: 9780749455125
ISBN 10: 0749455128
Pages: 232
Publication Date: 03 October 2009
Audience:
College/higher education
,
Professional and scholarly
,
Tertiary & Higher Education
,
Professional & Vocational
Format: Paperback
Publisher's Status: Active
Availability: In Print
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Reviews
value propositions are the most useful selling tools marketing has ever created, although - up until now - there's been very little advice to help salespeople use them. here, for the first time, the authors have given us a comprehensive and practical guide that fills a real need. --neil rackham, author of spin selling and visiting professor at portsmouth and cranfieldbusinessschools. ninety percent of directors don't know what the components of a strategy are (hbr 2008). even fewer know what a value proposition is, yet it s this which makes the difference between success and failure. at last, there is now a practical and very readable book spelling out how to build a value proposition. i commend this book to you. --professor malcolm mcdonald, emeritus professor, cranfielduniversityschool of management practical and pragmatic, this book will really help you create and build value for your clients. --sean finnan, managing director, eds uk and ireland.
Value Propositions are the most useful selling tools marketing has ever created, although - up until now - there's been very little advice to help salespeople use them. Here, for the first time, the authors have given us a comprehensive and practical guide that fills a real need. --Neil Rackham, author of SPIN Selling and Visiting Professor at Portsmouth and CranfieldBusinessSchools. Ninety percent of directors don't know what the components of a strategy are (HBR 2008). Even fewer know what a Value Proposition is, yet it s this which makes the difference between success and failure. At last, there is now a practical and very readable book spelling out how to build a Value Proposition. I commend this book to you. --Professor Malcolm McDonald, Emeritus Professor, CranfieldUniversitySchool of Management Practical and pragmatic, this book will really help you create and build value for your clients. --Sean Finnan, Managing Director, EDS UK and Ireland.
Value Propositions are the most useful selling tools marketing has ever created, although - up until now - theres been very little advice to help salespeople use them. Here, for the first time, the authors have given us a comprehensive and practical guide that fills a real need. --Neil Rackham, author of SPIN Selling and Visiting Professor at Portsmouth and CranfieldBusinessSchools. --Professor Malcolm McDonald, Emeritus Professor, CranfieldUniversitySchool of Management Practical and pragmatic, this book will really help you create and build value for your clients. --Sean Finnan, Managing Director, EDS UK and Ireland.
Value Propositions are the most useful selling tools marketing has ever created, although - up until now - theres been very little advice to help salespeople use them. Here, for the first time, the authors have given us a comprehensive and practical guide that fills a real need. Neil Rackham, author of SPIN Selling and Visiting Professor at Portsmouth and Cranfield BusinessSchools --Professor Malcolm McDonald, Emeritus Professor, CranfieldUniversitySchool of Management Practical and pragmatic, this book will really help you create and build value for your clients. Sean Finnan, Managing Director, EDS UK and Ireland.
Author Information
Cindy Barnes is the founder and CEO of Futurecurve*. A product and service innovator and strategic business developer, she gained her practical experience at leading organizations such as Panavision and Capgemini, where she created the value proposition function and led business development. Helen Blake is a leading marketer and business developer and has held senior positions in a number of the world's largest consulting firms, including Accenture and KPMG. Helen is currently on the Board of Futurecurve. David Pinder is a leading communications specialist. He has worked in sales and marketing roles with Procter & Gamble, Hertz Corporation and Forte Hotels, and now provides value-creating business writing support for some of the world's leading companies, including Accenture. Visit David at www.pinderandco.com. *Futurecurve is a leading management consultancy that helps organizations discover, create and build market-facing value. Visit Cindy and Helen at www.futurecurve.com.
