Distinctive Value Propositions DVP
Distinctive Value Propositions DVP
http://www.supersmous.co.za/DownloadFiles/QuadS-HBR-value-propositions.pdf
It makes interesting reading on the need for distinctive value propositions (DVP). We’ve highlighted some great points in the article and fully subscribe to the importance of this activity. In fact, we believe it is so important that we teach that DVP’s should not be left to the individual salesperson - but defined in an “extended team” activity with the outcomes tested as part of the qualification criteria for the sales opportunity.
The HBR article suggests that enterprises should have a formal strategy to define what customers perceive as value and build solutions that deliver on those perceptions. Have you thought of engaging a marketing function to articulate specific customer value for a specific sales opportunity?
Infoteam’s workshops Winning Complex Sales (WCS) for salespeople goes further in defining the DVP’s for the individual in the buying centre (BC) while Coaching the Sales Process (CSP) for sales management - emphasises management’s role in coaching and evaluating this activity as part of the PQP. (Project Qualification Profile) Have you considered rejecting a sales project because the sales-team could not articulate or measure a DVP!
WCS overview can be found at;
http://www.supersmous.co.za/DownloadFiles/QuadS MSA Program Description.pdf
and CSP overview can be found at;
http://www.supersmous.co.za/DownloadFiles/QuadS CSP Program Description.pdf
Distinctive Value Propositions DVP - To learn more about this author, visit Peter French's Website.
Like this article? Share it with your friends
In this newsletter we’d like to refer you to a Harvard Business Review (HBR) a customised copy of which you can get off our web-page at;
http://www.supersmous.co.za/DownloadFiles/QuadS-HBR-value-propositions.pdf
It makes interesting reading on the need for distinctive value propositions (DVP). We’ve highlighted some great points in the article and fully subscribe to the importance of this activity. In fact, we believe it is so important that we teach that DVP’s should not be left to the individual salesperson - but defined in an “extended team” activity with the outcomes tested as part of the qualification criteria for the sales opportunity.
The HBR article suggests that enterprises should have a formal strategy to define what customers perceive as value and build solutions that deliver on those perceptions. Have you thought of engaging a marketing function to articulate specific customer value for a specific sales opportunity?
Infoteam’s workshops Winning Complex Sales (WCS) for salespeople goes further in defining the DVP’s for the individual in the buying centre (BC) while Coaching the Sales Process (CSP) for sales management - emphasises management’s role in coaching and evaluating this activity as part of the PQP. (Project Qualification Profile) Have you considered rejecting a sales project because the sales-team could not articulate or measure a DVP!
WCS overview can be found at;
http://www.supersmous.co.za/DownloadFiles/QuadS MSA Program Description.pdf
and CSP overview can be found at;
http://www.supersmous.co.za/DownloadFiles/QuadS CSP Program Description.pdf
Distinctive Value Propositions DVP - To learn more about this author, visit Peter French's Website.
Like this article? Share it with your friends
 | |
 |
No article feedback found. |
| |
Leave Your Feedback |
 | |
| |||
|
To learn more about the Evan Elite Author Program please contact us. |
 | |
|  |
Subscribe to Peter's articles
 | |
|
|  |
 | |
|
| |
 | |||||||
|
 | ||
 |
||
 |
||
 |
||
|
| ||
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
"Learn straight from Evan how you can Make a Full Time Income (And More) from a Website"
Click Here To Learn More |
|
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 Internet Marketing Secrets Managing the Unimaginable Your Annualized Bus Dev Plan Elevating Your Business Factual |
|
 | ||
 |
Top 50 SEO Posts - 2007
Top SEO Posts of the Year | |
 |
More PR Resources
Press Release Builder | |
| ||
 | ||||
| ||||
|
| ||||
| ||||
|
|
|
|
|
|||
|
Email us your ideas on how to make our website more valuable! Thank you Sharon from Toronto Salsa Lessons / Classes for your suggestions to make the newsletter look like the website and profile younger entrepreneurs like Jennifer Lopez and Sean Combs!
|
|
|
