We have found many reasons why businesses fail to develop and clearly articulate Value Propositions, and elsewhere, we have identified why these are essential to business growth. But what are the top 5 barriers we see?
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For the first few years doing sales training, we always hit the same problem. We’d do all the important stuff around powerful questioning & listening, identifying needs, creating an emotional connection etc and then say “now explain your Value Proposition” to be met with puzzlement or more often 10 different answers.
For too many businesses, a value proposition statement is just a line developed by someone that might be inserted in a pitch or a website. What a waste! Value Propositions, properly created and implemented across the organisation have a transformative power to drive growth. Why?
Our story began 12 years ago when Ian and Paul set up KAMBridge to focus on helping clients develop commercial skills. At the same time, in Copenhagen, Christian began helping clients implement their strategies in powerful and collaborative ways. At a chance meeting 4 years ago, both parties discovered a shared belief in the remarkable power of Value Proposition thinking to make business better and The Value Factory was formed.