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 :)

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, 
 
 
 
Nitin

Really liked the presentation. Ideas make sense and are good to remember. 
 
Oh, there is a typo on slide 11.

Jill,  
 
Really enjoyed the slideshow, thank you for posting it. I will be sure to pass it along to my team.

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. 
 
Thanks.

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.

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.

Got some great ideas from your presentation. I really like your graphics!

It is nice to definitely dig up a website where the blogger is intelligent. Thanks for creating your web site. 

This is great and It really helped me to understand about Value Proposition in today's sales environment

Thanks Jill- Just bought one of your books- just created an powerfull Value Proposition Statement. THANK YOU

HiJill 
Thanks for the PPT it given points to change on ourself to see changes outer world 
Thanks