Our Speaker Jill Konrath Chief Sales Officer, Author, Speaker & Trainer Jill Konrath helps salespeople, entrepreneurs and professional services providers get their foot in the door of large corporations and win big contracts. She is also the founder of Selling to BIG Companies, a great online sales resource. Consulted frequently by the trade media, Konrath has been featured in Selling Power, Entrepreneur, The Business Journal, Sales & Marketing Management, the Wall Street Journal’s Startup Journal, and Sales & Marketing Excellence. Contact Information Jill Konrath Selling to Big Companies (ph) 651-429-1922 jill@sellingtobigcompanies.com Web Sites: http://www.SellingtoBigCompanies.com Excellent sales resources; lots of articles. http://www.sellingtobigcompanies.blogs.com/ Jill's blog

	Event Details Teleseminar Thursday, October 2, 2003 Listen (MP3 Audio) 52m 33s (6.02 MB) Listen (Window Media) 52m 37s (6.21 MB)

Did you know that research shows that 75% of executives blame poor value propositions as a primary reason for poor sales results in the initial months after launch?

In today's market, a strong value proposition is the only thing that captures the attention of stressed out, overworked decisionmakers. Yet most companies have such weak ones, it's virtually impossible for their salespeople to get appointments with key decision makers.

We're delighted to have new product launch expert Jill Konrath, President of Leapfrog-Strategies as our guest on this teleseminar. For over 15 years, she's worked with companies on the critical hand-off of new products & services from marketing to sales. Her only goal - to drive sales results!

Here's what you'll takeaway from this action oriented teleseminar:

• Why "traditional" account entry strategies are no longer effective and why strong value propositions are desperately needed.
• What a value proposition is and how it's different from positioning statements, features-advantages-benefits and unique selling propositions.
• Key components of an effective value proposition.
• A process you can follow to find the true value proposition of your company's product or service offering.
• How to evaluate your value proposition from a buyer's perspective.
• How to use beta tests to flush out highly valuable information that helps your salespeople get business much more quickly.
• Multiple ways marketing can use the value proposition to drive sales results.
• How your salespeople can leverage your value proposition to get their foot-in-the-door and into meetings with key decision makers.

Agenda and Deliverables

1. The Changing Marketplace

• Why "traditional" account entry strategies are no longer effective
• New expectations of corporate buyers

2. What is a Value Proposition?

• Difference from positioning statement, features-advantages-benefits and unique selling propositions
• Key components of a compelling value proposition
• Language that attracts the corporate buyer
• The "client test": evaluating a value proposition from a customer perspective

3. Finding Your Value Proposition

• Analysis of your offering from a totally new perspective
• Customer assessments - how to learn much more about the value of your product/service
• How to maximize beta tests

4. How Marketing can Utilize a Strong Value Proposition

• Multiple communications vehicles
• Critical sales tools to shorten time-to-profitability

5. Get Your Foot-in-the-Door Strategies for Sellers

• Campaigns, not events
• Using the value proposition to get meetings.

6. Question & Answer (10 minutes)

This 1-hour teleseminar can have a huge impact on your sales results. You won't want to miss it!