NEOSA Sales & Marketing SIG - “Creating A Compelling Value Proposition�

Submitted by Norm Roulet on Mon, 12/27/2004 - 16:04.
01/20/2005 - 06:30

NEOSA Sales & Marketing SIG - “Creating A Compelling
Value Proposition�

Thursday, January 20, 2005, 7:30am to 9:00am

Developing a Compelling Value Proposition for Technology

Communicating a compelling value proposition has become a
critical component of successful marketing and sales of B2B software and
services. As a marketer in today’s tough economic environment, it is imperative
that you provide messaging and tools for your sales force to clearly articulate
the business value of your solutions to prospects. Learn how from Darrin
Fleming, an expert on building value-based marketing and sales programs and
Principal of FutureSight Consulting. He’ll share his knowledge so you’ll better
understand what you need to do to create a business value proposition and pitch
that is believable, easy-to-use by the field, and integrates with your
marketing and sales efforts.

Fleming’s presentation will cover value research
methodology, marketing collateral and sales tools to dramatically improve
marketing and sales results. He’ll explain how to uncover tangible and
intangible benefits that support creating a business value proposition. You’ll
discover new ways to cost justify your products and services. Learn how to
present the financial metrics and business cases that decision-makers need to
justify their purchases.

Here’s a quick overview of the topics Fleming will include
in his presentation:

 * Understanding
the economics of your customer’s business

 * Understanding
how your solution creates value in your customer’s business

 * Framework for
developing a business value proposition

 * Framework for
communicating value to business decision makers

 * How other tools
fit into the sales process

 * Seminars and

 * ROI scenario
modeling/calculator tools

 * White papers,
case studies and other support materials

 * Audits and
performance measurement

Darrin Fleming Biography

Darrin W. Fleming is an Author, Speaker and Principal of
FutureSight Consulting ( Prior to joining
FutureSight Consulting, he was Principal Practice Leader at a leading global
industrial automation company, where he created a global manufacturing
consulting and systems implementation practice. He established the strategy,
methodologies and service offerings, recruited and developed the consulting
team, and managed the global consulting practice. He is also co-author of S88
Implementation guide through McGraw-Hill, and has been featured in
industry-leading publications.

FREE (members & non-members)

Who should attend: Anyone looking to make new business

For more information

Contact Customer

Phone (216) 592-2222

Email customerservice [at] cose [dot] org

Start Date: 1/20/2005

This is a multi-day event that also occurs on:

Thursday, March 10, 2005


Venue: Greater Cleveland Partnership

Address Map
50 Public Square, Suite 200
Cleveland, OH 44113-2291
Phone (216) 621-3300


Greater Cleveland Partnership - 50 Public Square, Suite 200