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  1. No Access

    Book

    Value-ology

    Aligning sales and marketing to shape and deliver profitable customer value propositions

    Simon Kelly, Paul Johnston, Stacey Danheiser (2017)

  2. No Access

    Chapter

    Driving Results Through Account-Based Marketing

    In this chapter we will look at:

  3. • Our definition of account-based marketing (ABM) related to the value stack

  4. • The benefits ...

    5. Simon Kelly, Paul Johnston, Stacey Danheiser in Value-ology (2017)

  5. No Access

    Chapter

    Aligning Products and Solutions to Themes: From Bombardment to Customer Value Conversations

    In this chapter we will look at:

  6. • How to array solutions, products and services under the themes you have selected

  7. • Develop...

    8. Simon Kelly, Paul Johnston, Stacey Danheiser in Value-ology (2017)

  8. No Access

    Chapter

    Develo** Coherent Campaigns

    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.

    Simon Kelly, Paul Johnston, Stacey Danheiser in Value-ology (2017)

  9. No Access

    Chapter

    Cohesion Is the New Differentiator: Are You Ready?

    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...

    Simon Kelly, Paul Johnston, Stacey Danheiser in Value-ology (2017)

  10. No Access

    Chapter

    Your Buyer’s Journey: Develo** a Consistent Message

    In this chapter we will look at:

  11. • A framework to understand how your buyers make decisions about your product or service

  12. • H...

    13. Simon Kelly, Paul Johnston, Stacey Danheiser in Value-ology (2017)

  13. No Access

    Chapter

    What Is Value?

    This chapter explores what value is and how people see value differently.

    Simon Kelly, Paul Johnston, Stacey Danheiser in Value-ology (2017)

  14. No Access

    Chapter

    The Value Proposing Professional

    In this chapter we will look at:

  15. • Understanding your personal value

  16. • Understanding pre-emptive value judgements

    ...

    17. Simon Kelly, Paul Johnston, Stacey Danheiser in Value-ology (2017)

  17. No Access

    Chapter

    Align or Die? Ensuring Marketing and Sales Are Aligned with the Customer

    In this chapter we will look at:

  18. • Why it is increasingly important for marketing and sales to align with the customer

  19. • What...

    20. Simon Kelly, Paul Johnston, Stacey Danheiser in Value-ology (2017)

  20. No Access

    Chapter

    Value Propositions: So What Are They?

    In this chapter we will look at:

  21. • What a value proposition is, and is not

  22. • The different levels and types of value proposit...

    23. Simon Kelly, Paul Johnston, Stacey Danheiser in Value-ology (2017)

  23. No Access

    Chapter

    Unearthing Customer Value

    In this chapter we will look at:

  24. • Why a theme-based approach to value propositions is beneficial

  25. • How to get to the key the...

    26. Simon Kelly, Paul Johnston, Stacey Danheiser in Value-ology (2017)