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Craft a Value Proposition & Ready Your Sales Team

Help your sales team craft the right value proposition to build relationships & make the most of your next trade show.
3.8 (10 ratings)
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69 students enrolled
Last updated 4/2015
English
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Includes:
  • 26 mins on-demand video
  • 8 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
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Description

Heading to a conference or a tradeshow with your sales team? You'll want to make the best impression possible & come away with multiple sales opportunities. Learn how to articulate your knowledge of your product or service through a value proposition. A well-crafted value proposition will help your sales team perfect their pitch & work the floor to make the most of your trip. When you craft a good value proposition, command attention, work the booth, & stay true to leads, you'll put yourself beyond your competition.

Course 1: Craft a Value Proposition

Master the structure and style of a value proposition to build relationships & boost your business.

  • Master the Basics of a Value Proposition
  • Separate Features & Benefits from Value
  • Identify & Cater to Customer Pain Points
  • Take Your Value Proposition to the Next Level

Course 2: Ready Your Sales Team

Train your sales team to perfect their pitch & work the booth to maximize sales opportunities & make the most of your next trade show.

  • Reach Out & Identify Key Opportunities
  • Make the Booth Work for You
  • Work the Booth & Secure Leads
  • Divide & Conquer the Trade show

This two course bundle will teach you how to construct & use a value proposition to get ahead of your competition at trade shows and beyond. It includes dynamic video, interactive practice lessons, tips from industry leaders, and downloadable PDFs. Each component is designed to be completed in short time allotments, or all at once, to suit your schedule. It will take approximately 1 hour to complete both courses.

Improve your sales & make the most out of every marketing opportunity with these sales techniques from Eleventure.

Who is the target audience?
  • Sales teams seeking higher productivity
  • New sales representatives
  • New tradeshow attendees
  • New marketing representatives
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What Will I Learn?
Craft a winning value proposition
Identify & address customer pain points
Make your tradeshow booth work for your team
Command attention to secure tradeshow sales opportunities
View Curriculum
Requirements
  • You will need Adobe Acrobat to download PDFs
  • You will need internet access. Google Chrome, Internet Explorer or Safari are preferred browsers to open links to interactive lessons
Curriculum For This Course
Expand All 22 Lectures Collapse All 22 Lectures 42:29
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Course 1 - Craft a Value Proposition
1 Lecture 01:21

Learn how to speak to customers' needs with a value proposition that effectively communicates the value of your company & service above your competitors.

Preview 01:21
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Define a Value Proposition
2 Lectures 02:40

Value propositions are powerful tools that are inexpensive to create. Discover how value propositions work to analyze & quantify what you can do for the customer.

Preview 02:40

Sometimes you'll need to expand beyond a laser-focused value proposition & paint with a broader brush. Learn how with Gregory Ciotti in his article, “The Art of Creating a Magnetic Value Proposition.”

Expand It
1 page
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Identify the Elements
2 Lectures 04:42

When your value proposition is tangible, specific & concise, you'll move beyond a list of features & selling points to craft something much more persuasive. Discover how to make these three elements a part of your value proposition.

Preview 04:42

Practice discerning the difference between features, benefits, & specific customer value in this interaction.

Separate Features, Benefits & Value
1 page
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Build Your Own
2 Lectures 01:36

Observe how a value proposition can be designed with a template to get you started on the right path.

Preview 01:36

Use the provided template & see if you can write a compelling value proposition for your organization.

Use the Template
2 pages
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Take It to the Next Level
2 Lectures 01:57

How do you take a value proposition from good to great? Learn how to identify the customer's pain points & speak specifically to those needs in order to create a superior value proposition.

Make a Good Proposition Great
01:57

Watch these three case studies to discover what happens when you do, or don't, go the extra mile to uncover your customer's pain points when crafting your value proposition.

3 Stories about Pain Points
1 page
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Put It to Work
2 Lectures 02:09

Think about this final piece of advice on the tangible or intangible benefits you should consider as you work to craft a value proposition.

1 More Thing about Value Propositions
02:09

Use the tips & tools in this printable PDF to help you craft a value proposition.

Summary: Tips & Tools to Craft a Value Proposition
7 pages

Assess your readiness to craft a value proposition. You need an 80% to pass.

Craft a Value Proposition
5 questions
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Course 2 - Ready Your Sales Team
1 Lecture 01:09

Trade shows should be lead generation machines. Learn how to prepare your team for success before, during & after the show.

Outshine & Outsell
01:09
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Perfect Your Pitch
3 Lectures 02:15

Prepare in advance by gathering information about who will be attending the show. Then define your target group & craft a value proposition to meet their key business needs.

Command Attention
01:20

Now you're ready to follow these tips to reach out to key people before the show and get on their event schedule.

Preview 00:55

Do you know the difference between vision, mission, unique selling proposition & value propositions? Let Dr. Rangarjan be your guide to figuring it all out.

Know the Difference
1 page
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Maximize Opportunities
2 Lectures 04:26

Your booth is your stage! Apply these strategies to make sure it's set-up to help you achieve your objectives.

Make the Booth Work
03:01

An effective pitch isn't a monologue – it's a dialogue. Use the 80/20 rule, in reverse, to prepare your team to listen before they pitch. You want to understand your prospects concerns first & then connect them to your value.

Work the Booth
01:25
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Reach Objectives
3 Lectures 02:45

Prepare to make the most out of the event. Follow these tips to maximize on the opportunities beyond your booth. Divide your team & conquer the event.

Divide & Conquer
01:12

Nearly half of all salespeople fail to follow-up effectively & those that do often give up too soon. Reap the benefits of proper & frequent follow-up.

Follow Up
01:33

Take time to practice. The SalesForce Pro team is ready to get the most out of their next trade show. Help them define the roles that will help them achieve their goals.

Define Roles
1 page
1 More Section
About the Instructor
4.0 Average rating
1,155 Reviews
6,546 Students
22 Courses
Higher Learning. @ Work

Let's face it - a lot of elearning out there is downright boring. The truth is, everyone wants the skills they need to do their jobs well. That's where Eleventure comes in. It's critical, on-the-job skills people need. It's fast. It's fresh. It's action based & it's designed and developed by award winning and veteran author, presenter & trainer, Megan Torrance of TorranceLearning.

Megan brings over a decade of business consulting and project management experience to her instructional design and development work. She teaches LLAMA (Agile project management) and instructional design classes, kicks off new design projects and makes sure everyone's having a good time. Elearning guru by day, and ice hockey goaltender by night, Megan is devoted to not only delivering outstanding work, but also creating a top-notch work environment based on trust, flexibility, compassion, and fun. Megan and her team have developed elearning for a variety of industries and topics including food ingredients, industrial chemicals, medical, non-profit, human resources, sales, marketing, and IT. Megan holds a BS in Communications with an emphasis on Organizational Communication and Public Relations, and an MBA, both from Cornell University.

TorranceLearning's instructional design processes are designed to quickly focus on the desired performance and learning objectives, then make the most of visual and verbal techniques to take full advantage of the learning opportunity.

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