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    5 STEPS TO IMPROVE YOUR VALUE PROPOSITION

    Mar 29, 2018 4 minutes

    1 Benchmark your company’s value proposition against your competitors’

    Do this by surveying your customers on how your products and services perform relative to rival offerings on the 36 non-table-stakes elements. A quantitative survey with a sample large enough to produce reliable results can reveal dramatic insights.

    2 Talk with customers to understand their experience

    Conduct follow-up interviews to explore their needs and sources of satisfaction and frustration, and the compromises they make in using your products and services. Since many people can be involved in buying decisions, especially at larger organisations, it’s worth mapping who is on the buying team, who has influence on it, and the different priorities and sources of value for each. (A

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