Value Selling Value Pricing Value Proposition Development

 

Brande R. Plotnick
Manager, Branding and Product Marketing
Siemens Hearing Instruments, Inc.

“I was recently tasked with creating a training presentation for our sales staff about upselling and the incremental value between our levels of products in order to drive revenue. Our products are very complex and sometimes do not offer feature sets that are easily differentiated across price points. Tom came to our rescue, beginning with a cross-functional workshop to get everyone thinking about what our true value proposition is as a brand as well as the value propositions of our individual product families. We then gathered firsthand information from our customers about the benefits they gain from our products, and this was really enlightening. We learned that sometimes our products and services provide benefits we never really knew existed. Finally, Tom put all of this together along with a thorough quantitative analysis that acted as a proof point for our statements. All of this was done quickly and efficiently and with a close eye on our overall budget for the project. This was an investment of time and money for our organization, but in these challenging times, it really pays to be able to set yourself apart. I would recommend Cistek to anyone looking to learn more about how to shine in today’s market. ”