Value - begin with the end in mind

If you do not have a unique value proposition, you do not need a sales force to tell your customers nothing. We need to worry less about how to sell and worry more about what to sell.

By 'Mal Barnard' on Mar 23, 2009

If you do not have a unique value proposition, you do not need a sales force to tell your customers nothing. We need to worry less about how to sell and worry more about what to sell. Our challenge is the creation and delivery of value rather than selling

For too long we have left the important job of value creation to our colleagues in R&D. However as how environment has evolved our customers and end users now face challenges that is beyond pills. This evolution is an opportunity to adapt and differentiate

Are we obsessed with delivering value and exceeding customers' expectations or do we just want to sell more? Will selling ultimately become easier if we design and deliver unique value proposition? Easier said than done but the rewards will be great for those that do. In the end we are rewarded for what we do so lets focus on VALUE