SYS-CON MEDIA Authors: Roberto Medrano, Dmitriy Stepanov, Gilad Parann-Nissany, Srinivasan Sundara Rajan, Sean Houghton

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3 Components Every Value Proposition Must Have


What's a value proposition – and why is it important? It's a clear statement of the tangible business value that companies get from using your product or service. It's the outcome of using your offering – not what your offering is.

For example, I do training. No one cares about training. But, when I work with my clients, I help them with new client acquisition and faster sales cycles. That's what they get from my training programs – and that's the ONLY reason people hire me.

So, your challenge is to figure out what your outcomes are. Here's a tip. Every value proposition has three components:

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More Stories By Jill Konrath

Jill Konrath’s career is defined by her relentless search for fresh sales strategies that actually work in today’s business environment. She loves to work on tough sales challenges, big issues and unsolvable problems. Her first book, Selling to Big Companies, was hailed as an "instant classic." Fortune selected it as a "must read" and it's been an Amazon Top 25 sales book for 4+ years. Her newest book, SNAP Selling, was just released to rave reviews. She also writes a popular blog and publishes a leading newsletter. As an in-demand speaker an annual sales meetings and conferences, Jill helps sellers crack into new accounts, speed up sales cycles and win more business. Her clients include IBM, Microsoft, Hilton, Accenture, 3M and Staples. Her expertise is frequently published in top business media such as ABC News, Success, Inc., WSJ Start-Up Journal, Entrepreneur, New York Times, Business Journal, Selling Power and Sales & Marketing Management.

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