Value Prop: Create Powerful I3 Value Propositions to Enter and Win New Markets

This book has some excellent points on how to create and commuicate a value proposition to a market and customer. I like how the author emphasises the importance of tailoring the VP to the individual not just the industry or company. A good read. Like most business books, it could have been said in half the number of pages.

Great read

Many mistakes and viewing problem with this one,in a certain point you can't follow the content because of the messy screen

Sales & marketing are always hard. We need to create unique values to our customers. This book is a nice self helping book in this regard. Recommend for all start-ups.

Ever since "The Positioning Era" appeared over 25 years ago, numerous marketing professionals have been talking about positioning and differentiation....but, until now, no one has provided a clear, concise guide to identifying your firm's value proposition.I'm really impressed by this book, and can see why respected authors like Jay Conrad Levinson, David Meerman Scott, and Michael Treacy have endorsed it.Value Prop is a slim, easy-to-read book that provides a new perspective and set of tools for entering and winning new markets by identifying, refining, and testing the way you describe the benefits of buying from you to your target market.Sometimes, a slim, relatively inexpensive, book augmented by a yellow pad and some quiet time, can do more to jumpstart a firm's marketing than expensive books that don't offer a step-by-step application program.

So often, the value proposition for an idea never really considers the customer's perception of the idea. In this book, Jose Palomino describes a straight-forward model to help figure out the B2B customer's viewpoint on choosing your product over your competition's. My favorite part is the discussion of the business cases that a well-prepared salesperson would need to understand before engaging the customer. This explains very clearly how salespeople need to think for the customers to really view them as business partners. I'll be using these business cases to teach my graduate students about what a salesperson needs to bring to the sales call.

The concepts that Palomino presents are pure genius. Creating, testing, and selling your value proposition can be insanely difficult, but this book breaks it down in to simple and quick exercises that anyone can complete. In less than an hour you will have created a powerful value proposition and be more than prepared to test and sell that proposition.Not only are Palomino's ideas brilliant, but the manner in which the book is written is also brilliant. He has an amazing ability to communicate the message in the most efficient way possible. Palomino advises us to keep our message clear and concise. "Value Prop" is a perfect example of this.

One of the most difficult things in sales is to clearly articulate a compelling value proposition. Most "elevator pitches", "30-second commercials", and "verbal business cards" are seller-centric and don't speak to the personal, compelling reasons why a prospect needs to buy the product or service. Palomino puts together a powerful, easy to adopt methodology for every marketer and salesperson to follow. If you are a sales professional or want to be, this is a must read.

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