Distinctive Value Propositions DVP
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;
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