Leadership Inspiration

In recent years, developing a value proposition has become a prime consideration for businesses. In this podcast I am joined by Helen Blake CEO of Futurecurve and co-author of ‘Creating and Delivering your Value Proposition’. Helen describes why having a strong value proposition is so important for organisations. I was struck by her passion for the subject and in particular her insistence on utilising a customer/client outside-in approach to describing the value that companies offer. This is part one of a two-part discussion I had with Helen. Please check out our other discussion on solution selling.

Disclaimer: Audio quality of this podcast may waiver due to Jack and Joe participating via transatlantic network

Solution selling is all about staying on the client’s agenda. Clients want sales professionals who want to understand; to ask the difficult questions - creating insight beyond their current understanding. In this podcast I am joined by Helen Blake CEO of Futurecurve, Helen describes her unique model called the Value Pyramid. Selling large scale transformational deals requires its own set of skills, different from selling commodities further down the value pyramid. There is no generic sales presentation or playback but what is required is the skill to have deeply engaging one-to-one exchange of ideas and insights that moves the client to engage with them.