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The Importance of the Value Proposition – Rackham

Posted onOctober 2, 2010November 12, 2017Authorbusiness901

If you follow my blog you know what a fan I am of SPIN Selling and Neal Rackham. Though I feel the book is getting somewhat dated, Rackham is still offering great advice.

Understanding your Value Proposition from your customers perspective may be the most important strategic advantage you can have as a company. 

Related Posts:
Lean your Marketing by Dominating with Customer Value
Value Stream Mapping differs in Lean Marketing
Using Value Stream Mapping in Lean

CategoriesMirror Marketing Category, Value Stream Marketing CategoryTagsABM Marketing, Account Based Marketing, Funnel of Opportunity, importance, Lean Marketing, Marketing Funnel, proposition, rackham, Sales Funnel, value

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  • Business901
  • About
    • Joe Dager CV
    • Policies
  • Funnel of Opportunity
    • Funnel of Opportunity Steps
  • Marketing Experiments
    • BRANOPS: Making Your Story Your Strategy
    • Strength Based Sales and Marketing
      • Appreciative Inquiry Category
    • Expanding The Use of Freelancers As Part Of Your Strategy
    • Lean Marketing Lab
      • Marketing Kata
      • Marketing Your Value Stream
      • The Simplicity of Lean
  • What Orgs Hire Us To Do
    • Outcomes of Developing A Customer Value Program
  • Action Learning
  • Customer Value
  • eBooks
  • Funnel of Opportunity
    • Step 1: Identify Target, Key Customers
    • Step 2: Customer Outcomes (JTBD)
    • Step 3: Product/Service Offerings
    • Step 4: Value Proposition
    • Step 5: Sales/Marketing Activities – 3 E’s
    • Step 6: Marketing Channels
    • Step 7: Resources/Investments
    • Step 8: Cluster
    • Step 9: Identify Adjacencies
    • Step 10: Co-create Vision
    • Step 11: Listening & Learning
    • Step 12: Sustain & Grow
  • Outcome Based Thinking
  • Appreciative Inquiry
  • Metaverse