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In this value proposition episode we chat with Lisa Dennis, the president of Knowledgence® Associates. Lisa is an industry expert who provides strategies and tactics for marketing and sales organizations. She’s particularly gifted at ensuring the messages broadcast by marketing and sales are consistent, relevant, and speak directly and authentically to customers. Lisa has a process she uses to construct a value proposition, otherwise known as a value prop.

Value Proposition for Sales and Marketing

Value Prop stands for Value Proposition. Sellers and marketers us Value Props to frame the value their products and services can provide prospective clients. There is a process to create a Value Prop. Lisa spoke about what the process entails at great length.

Value Props come in three flavors:

Me Me – it only speaks in terms of the seller.
Us vs Them – it speaks in terms of the competition.
All About You – it speaks in terms of the customer.

Value Prop Structure

Customer objective: what problem/desire are they addressing.
Offer: how the sellers product/service addresses the customer objectives.
Differentiation: how the sellers is provides value above and beyond the competition.

Lisa Dennis Contact Information

You can find Lisa at the following links:

Giveaway – free eBook

The title of this Value Proposition book is “Rise Above the Chatter: Customer-Focused Tactics and Strategies for Marketing and Sales Professionals”

http://knowledgence.com/rise-above-the-chatter/

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