Creating and Delivering Your Value Proposition Managing Customer Experience for Profit

"Value Propositions are the most useful selling tools marketing has ever created, although - up until now - theres been very little advice to help salespeople use them. Here, for the first time, the authors have given us a comprehensive and practical guide that fills a real need." ("Neil Rackham, author of SPIN Selling and Visiting Professor at Portsmouth and Cranfield BusinessSchools")
"Practical and pragmatic, this book will really help you create and build value for your clients." ("Sean Finnan, Managing Director, EDS UK and Ireland.")
"Ninety percent of directors don't know what the components of a strategy are (HBR 2008). Even fewer know what a value proposition is, yet it's this which makes the difference between success and failure. At last there is now a practical and very readable book spelling out how to build a value proposition. I commend this book to you." ("Malcolm McDonald, Emeritus Professor, Cranfield University School of Management")
"A careful look at value propositions... As a reference guide for salespeople and managers, the book provides valuable information." ("Book News, Inc.")