In this episode we return to IoT World (see www.salesbabble.com/166) and show how Value Propositions bring value to your business. Not only do we talk about value, we show you the topic in action. First we finish up the IoT World interviews and meet Keith O’Byrne and Nancy Kazdan. Keith talks about how engineers are perfect for selling technology and Nancy shows how value propositions bring value when framing your selling process. We also have a guest appearance from our new sponsor Slidebean. CEO Jose ‘Caya’ Cayasso talks about the adventure of starting a start-up, why they picked the slide-deck market and how they’ve found success, again by adding value.
Keith O’Byrne – Asavie
Asavie Technologies makes connectivity simple according to Keith. Their mobility management and Internet of Things solutions manage, scale and secure connectivity across diverse networks. Keith talked about the need to have engineers in the sales process. They already speak the language and customers appreciate that! He sees himself as a technology evangelist. Selling is a part of that. When it comes to entering the sales profession he recommends “get stuck in…” Do it, give it a try, and it’s not as scary as it seems.
Nancy Kazdan – Market Share International
I saw Nancy give a terrific talk at IoT World. She believes a Value Proposition is a short framework you share with a prospect to see if they could be a qualified buyer. It’s an economical use of words to communicate exactly what value you bring to market.
Buyers want to know what you can do for them. Only talk in the language the buyer understands. They way to do this.
- Narrow market niche.
- Problem you’re trying to solve.
- Solution that will solve the problem.
Don’t describe all of this in “technology” speak. Translate the “language” of the new technology. Commonly a Value Proposition is only 10 Words.
What do you do with your Value Proposition? Place it on your LinkedIn profile, Facebook profile, LinkedIn Company Profile, or corporate website.
Remember it’s not about you, it’s about the value you provide.
Caya Cayasso met with us to talk about sponsoring Sales Babble and why Slidebean is a good fit.
Slidebean allows you to create stunning, professionally designed sales decks in minutes, not hours. Over 2,500 sales professionals have used Slidebean’s simple, yet robust presentation tools to
successfully pitch clients around the world.
Slidebean’s state of the art presentation software allows you track your prospect’s progress within a sales deck, letting you know vital information such as how many times they’ve opened
your deck, and how much time they’ve spent on each slide.
Slidebean also allows you to collaborate with your entire sales team in real-time. Which means that as many or as few of your team’s members can work on the same presentation, no matter
where they are.
Unlike Powerpoint and Keynote, Slidebean allows you to share your sales deck in URL form. This means you don’t have to worry about saving, downloading, and sending large files across email.
Having the presentation in URL form also means that you can don’t have to worry about technical difficulties when presenting your sales deck in person, because Slidebean’s presentations work on any web browser. Best of all, you can create a free account and start designing your sales deck today at Slidebean.com/ babble . Once you’re ready to unlock your presentation use offer code Babble to
save 10% off your first purchase. Slidebean. Presentations Made Simple.
SlideBean in the Media
The free cloud-based presentation tool that is storming the business world with head turning content is being lauded by the press:
Value Proposition Examples
Here are past episodes that discuss Value Selling and how to build a Value Proposition. Listen today!
- Wizard of Oz Sales Process with Steve Kloyda #137
- How to Sell Big Clients and Win Tremendous Deals with Melinda Chen #114
- How to Create Value During a Sale with George Iacullo #91
- The Myth of Know Like Trust #74
- How To Build Your Value Proposition with Lisa Dennis #48
- Discovering Your Ideal Client Avatar #40
- SB013 | Winning Customers by Building Profits, an interview with Bob Rickert