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Value-ology: Your secret to profitable growth
Introduction
Getting Started (2:19)
Module 1: The Basics
What is Value? (8:25)
What is a value proposition? (17:42)
Introduction to MUSICAL value proposition formula (15:16)
Module 2: Discovery
Everyone is not your customer (6:46)
How to discover what your buyers really want (15:59)
Getting a handle on your competition (10:12)
A wealth of info: The Annual Report (11:38)
Module 3:
Chunking Up: Why a Theme-based approach works (14:11)
Aligning Products and Solutions to themes (12:43)
Taking your customer on an upwards journey (10:27)
Module 4: Create the Melody
Benefits, Features, Advantages - what's the difference? (8:25)
Quantifying your value (13:14)
Different Value props for different situations (13:33)
Module 5: Winning the Gig
Your #1 competitor- and how to avoid it (11:53)
Testing your value proposition (14:44)
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Chunking Up: Why a Theme-based approach works
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