Value-ology
Aligning sales and marketing to shape and deliver profitable customer value propositions
Book
Aligning sales and marketing to shape and deliver profitable customer value propositions
Chapter
In this chapter we will look at:
• Our definition of account-based marketing (ABM) related to the value stack • The benefits ...
Chapter
In this chapter we will look at:
• How to array solutions, products and services under the themes you have selected • Develop...
Chapter
Now that you have the fundamentals, in this chapter we will explore how to bring your value proposition to life through a series of collective marketing activities.
Chapter
Congratulations: you’ve almost got to the end of our book. We hope you’ve enjoyed it so far and more importantly that you’ve begun to move the customer value approach forward in your organisation. Right now yo...
Chapter
In this chapter we will look at:
• A framework to understand how your buyers make decisions about your product or service • H...
Chapter
This chapter explores what value is and how people see value differently.
Chapter
In this chapter we will look at:
• Understanding your personal value • Understanding pre-emptive value judgements
Chapter
In this chapter we will look at:
• Why it is increasingly important for marketing and sales to align with the customer • What...
Chapter
In this chapter we will look at:
• What a value proposition is, and is not • The different levels and types of value proposit...
Chapter
In this chapter we will look at:
• Why a theme-based approach to value propositions is beneficial • How to get to the key the...