Selling Your Value Proposition by Barnes Cindy & Blake Helen & Howard Tamara

Author:Barnes, Cindy & Blake, Helen & Howard, Tamara [Barnes, Cindy]
Language: eng
Format: epub
Publisher: Kogan Page
Published: 2017-05-02T16:00:00+00:00

The big picture

Figure 4.3 Telecoms value chain

SOURCE 2003–2017 © Greener Consulting Ltd T/A Futurecurve. All rights reserved

Aircom had other, short-term issues that were revealed by the research:

While individual products were good, they had not been bundled or packaged well, and they were not helping operators to grow their businesses.

The company’s approach was rational – focused on technical expertise, tools and skilled people, and promoting benefits around productivity, cost saving and security. However, its customers placed a higher value on emotional factors, such as the frequency of meetings and the depth of relationships. This trend was noticeable in specific countries – and it was in these countries where sales were falling most.

Real competition came from the customer buyer, who was taking control of the network optimization journey.

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.