Creating and Delivering Your Value Proposition:
Managing Customer Experience for Profit

For change makers, innovators and strategists

"Don’t invest in any marketing, go-to-market or customer experience programmes without first taking on board the approaches of this book."

- Les Mara, BPO Head of Europe, HP

Our bestselling book tells you why and shows you how.

The world-leading step-by-step guide to creating a value proposition.

Follow the step-by-step process in this book and you will:

  • Make it easy for your customers to buy from you
  • Engage and convert better prospects
  • Pursue the right opportunities
  • Improve your cost of sale
  • Generate high levels of repeat business
  • Avoid price erosion
  • Keep margins solid

Step-by-step, the authors take you through the stages in creating your value proposition.

Experts in sales, marketing and strategy for more than 20 years each, they have combined their experience and give you a simple framework to follow.


Value Propositions are the most useful selling tools marketing has ever created, although – up until now – there’s been very little advice to help salespeople use them. Here, for the first time, the authors have given us a comprehensive and practical guide that fills a real need.
— Neil Rackham, author of SPIN Selling and Visiting Professor at Portsmouth and Cranfield Business Schools
See our latest book too...

See our latest book too...

Essential, hands-on advice on how to generate profitable business by harnessing the experience of your clients. This is the book that shows you how to create and build value.
— Mike Southon, Financial Times columnist, best-selling author and entrepreneur mentor
Practical and pragmatic, this book will really help you create and build value for your clients.
— Sean Finnan, Managing Director, EDS UK & Ireland