Jill Konrath


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Beat Status Quo With a Great Value Proposition


If you sell to the corporate market, having a strong value proposition is critical. It helps you set up meetings with crazy-busy prospects. And, it helps them understand the value they get from changing from the status quo -- something they're loathe to do.

In my new Slideshare presentation, you'll discover how to craft powerful, customer-enticing value propositions that change everything.

Crafting Strong Value Propositions


Question: So ... after going through it, does your value proposition need changing? If so, it's time to get to work.unique value proposition

Jill KonrathJill Konrath is an internationally recognized sales strategist. As author of two bestselling books, SNAP Selling and Selling to Big Companies, she's a frequent speaker at sales meetings and conferences. For more fresh ideas, download her free Prospecting Toolkit.


Jill, I like a lot your slide show :) 
Michael Lanning, the father of the "value proposition" concept says that VP is "what end-result experiences we promise our customers will get"..."experiences your customers are going to have as a result of using your product/service or doing business with you in anyway". 
He asks companies this question: "If you study what customers are DOING today, can you uncover and indentify a potentially better set of experiences that they could have?" 
I think it would be easier for most of us to articulate a great value proposition if, from the beginning, we engineer products/services that create value for our customers, that create an outcome desirable enough to move customers out of the status quo zone. 
But, as Lanning says, most of the time we are internally-driven, which means we create the product first and THEN we try to articulate a value proposition that could seduce our customers. Much difficult :)
Posted @ Tuesday, July 31, 2012 3:17 AM by Rosie
Hi Jill, 
Very useful piece of advice. Thanks for sharing it. 
The challenge although lies in "measuring" the benefit that our customers are achieving. We have many customers who dont even utilize our deliverables to their full potential. We sincerely want them to achieve those potential outcomes but helping us on that matter means a "Change" in the way they d their things..Probably, we need to do more to be able to measure our customer success :) 
best regards, 
Posted @ Tuesday, July 31, 2012 5:55 AM by Nitin
Really liked the presentation. Ideas make sense and are good to remember. 
Oh, there is a typo on slide 11.
Posted @ Tuesday, July 31, 2012 9:51 AM by Shari Hoffman
Really enjoyed the slideshow, thank you for posting it. I will be sure to pass it along to my team.
Posted @ Tuesday, July 31, 2012 11:32 AM by Tony Green
Very insightful and to the point. Like hitting a 10 in the Olympics archery... 
In our experience of speaking to clients, we have aligned our marketing to these points as well, and after the initial meeting with the prospect along with other vendors, we are the only ones with whom they start discussion and begin to rework their marketing and sales plan. 
Posted @ Wednesday, August 01, 2012 2:44 AM by Pramodh BN
Jill, thanks for sharing this insightful presentation. I just personally went through an experience wherein we were working with a large company partner lead contact and have had months of calls without much progress. And then last week we sent them an update on a new product feature, and they called us back saying they want to test this right away and see how we can work together. This happened because the new feature directly appealed to them, they saw instant value in it and wanted to move immediately.
Posted @ Wednesday, August 01, 2012 3:40 AM by Vaibhav Domkundwar - ReadyContacts.com
excellent, not only is the content right on target, but the slide show is so well done; quick, to the point, direct...I have forwarded it on to others.
Posted @ Thursday, August 02, 2012 9:15 AM by Nancy
Got some great ideas from your presentation. I really like your graphics!
Posted @ Monday, August 06, 2012 6:17 PM by David Sher
It is nice to definitely dig up a website where the blogger is intelligent. Thanks for creating your web site. 
Posted @ Wednesday, August 22, 2012 5:12 PM by Unique Value Proposition
This is great and It really helped me to understand about Value Proposition in today's sales environment
Posted @ Thursday, November 08, 2012 7:40 AM by Sasi Bhushan K
Thanks Jill- Just bought one of your books- just created an powerfull Value Proposition Statement. THANK YOU
Posted @ Friday, December 21, 2012 6:55 AM by Justin Pelissier
Thanks for the PPT it given points to change on ourself to see changes outer world 
Posted @ Thursday, February 07, 2013 11:30 PM by venkatesh
I can see our value prop needs improvement with specifics, not as bad as 'blah' but not as good as it could be.
Posted @ Wednesday, September 04, 2013 12:59 PM by Chris Collins
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