The Stupendous Worth Of A Compelling Value Proposition


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It’s an old habit. When I read on airplanes and come across an intriguing passage or concept, I jot down notes on whatever scrap of paper I can find. While cleaning out my briefcase last night, I came across these two gems. (My apologies to the author – don’t recall the book or article these came from.)

  • “The Sunday New York Times contains more factual information in one edition than in all the written material available to a reader in the fifteenth century.”
  • “In 1900, a well educated person could still grasp the existing knowledge in almost every field of science and the arts (in fact, this was what a college education was supposed to provide).”

So what do those two factual tidbits tell you?

I can’t say I’ve ever read an entire edition of the New York Times, but I do read a lot more than that amount every month. And as far as grasping all the existing knowledge in any single field – science, arts or otherwise – well… forget about it. No living person can make that claim.

To me, those tidbits above reinforce the vital importance of a particular sales best practice: Begin every conversation with a compelling value proposition.

Stupendous! In the case of this blog post, I hope the word “stupendous” in the headline cuts through the flood of content coming at you today. (Although it’s not a common term, everyone knows what it means, plus it’s fun to say!)

Generate an 8 to12% annual, incremental increase in effective sales capacity. In the case of Sales Process Engineering, I hope the notion of methodical, relentless continuous improvement cuts through the flood of content.

It’s a kick-butt sales call every time. In the case of a sales rep’s own business talk radio show, I hope the near-guarantee of call effectiveness cuts through the flood of content.

How am I doing on my value propositions? How are you doing on yours?

Republished with author's permission from original post.

Todd Youngblood
Todd Youngblood is passionate about sales productivity. His 3+ year career in Executive Management, Sales, Marketing and Consulting has focused on selling more, better, cheaper and faster. He established The YPS Group, Inc. in 1999 based on his years of experience in Sales Process Engineering – that is, combining creativity and discipline in the design, implementation and use of work processes for highly effective sales teams.


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