Being able to clearly communicate value to potential buyers is a real art and a key opportunity for you to differentiate yourself from your competitors. In this episode, I talk to Lisa Dennis of Knowledgence Associates about:
How value propositions are important to both marketing and sales people – and why this topic led Lisa to write her book.
Lisa's primary research on value propositions and what she found.
The differences between the value props salespeople use versus what marketing uses.
The top 3 ways to make a value proposition really “speak” to a buyer.
The most important thing to consider as a marketer or salesperson when developing or upgrading a value proposition.
Enjoy the interview!
Lisa Dennis who is President of Knowledgence Associates, brings to the table over thirty years of marketing and sales experience as both a practitioner and a consultant. The core focus of her business is to help clients to “see the world through their customers’ eyes.” She has consulted to companies like Citrix, CSC, Dell, FedEx, HP, Hitachi, IBM, Verizon, Wipro and many others.
She is co-author of the book 360 Degrees of the Customer: Strategies & Tactics for Marketing, Sales and Service. Her new book: Value Propositions that Sell: Turning Your Message into a Magnet that Attracts Buyers is due out in the Spring 2017.