In some of my earlier posts I described the three key tests for a compelling value proposition and how to construct one. The three tests are resonate, differentiate and substantiate. I have discussed our journey at NewzSocial to figure out our value proposition and how to sell our solution. We have made substantial progress on making our value proposition resonate (scale and unify your social voice) as well as differentiate (outbound social media campaign platform). Key in the equation is the ability to make clients believe that your solution can actually improve their business. This is … [Read more...]
Stop talking, get out… get a suit that fits.
This post is a bit of a divergence from my previous posts about selling and sales experiences here at NewzSocial. I was recently reminded of a sales call that changed my life and set me down the path of “solution” selling many years ago. I decided it might be fun to share this real life experience as a junior sales guy in my first sales job. It might also bring a smile to a few old sales dogs. I will describe the environment I was selling in and the types of prospecting activities I used to find leads. I will then describe a particular sales process and the result. The … [Read more...]
We executed perfectly. How did we lose this deal?
In my previous posts I introduced my definition of a value proposition and the three tests it must meet to be successful. I discussed how we have figured out the first two and are working on substantiate now. The real world test of your value proposition is in deals however. So how are we doing with our sales execution and our value proposition? I am going to describe a couple deals we have been actively engaged with, what our sales strategy has been and our value proposition for the specific clients. I will then compare the similar circumstances in both and how one deal worked and the … [Read more...]
Value Propositions that work.
In my previous post I introduced the three tests of a value proposition. In this post, I will share part of the journey we have taken at NewzSocial in our goal to find a value proposition that will resonate, differentiate and substantiate our offerings. My definition of a value proposition is “a statement that describes the benefit a client receives from your product and/or service”. It must meet three tests: 1. Does it “resonate”? Prospects WANT / NEED what you are selling. 2. Does it “differentiate”? Prospects see you as the only vendor that can do what you … [Read more...]
