Category value proposition
Philips’ Value Proposition House Framework
The Value Proposition House framework was developed by Philips. It was built to ensure that all their products would provide actual tangible value to the customers, regardless if it was a B2B or B2C product. It has turned into a globally used tool that helps businesses understand the value that their products or services provide […]
Navigating the High Seas of Market Disruption: Pirate Categories and Blue Ocean Strategies Explained
Standing out from the crowd is not just a luxury, it’s a survival imperative. The key to success lies in two concepts: “pirate categories” and “blue ocean” strategies. As an experienced sales director, I’ve seen countless products and services fade into obscurity, swallowed by the red ocean of fierce competition. Pirate Categories: A New Dawn […]
“Think small” – when creativity turned a frog into a princess!
In 1959 Volkswagen hired the Doyle Dane Bernbach (DDB) advertisement agency to create a campaign to introduce the VW Beetle to the U.S. market. The ads set a new standard in creative marketing and connected with consumers on an emotional level, conveying the product benefits in ways the consumers easily could relate to. The ads […]
Discount Damage
In competitive markets, price focused customers push for discounts. As a sales Professional your job is to close deals, but how much extra do you really need to sell to compensate lost gross margin when discounting? The motivation for any profit driven business is net value. Net value is the amount of cash you have […]
Customer Value Proposition? So what?!!
Does your marketing and sales collateral work well? Do they present an understandable value proposition to your potential customer? Unfortunately most companies offer weak and worthless value propositions – if anyone at all. I spent (read; wasted) a couple of hours looking at websites, marketing materials and sales documentation. All of it intended to generate […]
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