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	<title><![CDATA[value proposition Resources | BNET]]></title>
	<link><![CDATA[http://resources.bnet.com/topic/value+proposition.html]]></link>
	<description><![CDATA[White papers, case studies, business articles, and blog posts relating to value proposition]]></description>
	<s:counts start="0" returned="13" found="13" />
	<language>en-us</language>
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		<title><![CDATA[How to Sell Value]]></title>
		<link><![CDATA[http://www.bnet.com/2422-13723_23-308518.html]]></link>
		<description><![CDATA[Julie Thomas, CEO of ValueVision Associates and author of "Value Selling," explains what it means to sell on value, not price. Thomas says salespeople need to understand what each customer considers a "good value" so they can play back their solution in that context.]]></description>
		<s:doctype><![CDATA[Videos]]></s:doctype>
		<pubDate>Wed, 16 Sep 2009 21:27:31 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/salespeople.html"><![CDATA[Salespeople]]></category>
		<category domain="http://resources.bnet.com/topic/selling+power.html"><![CDATA[Selling Power]]></category>
		<category domain="http://resources.bnet.com/topic/value.html"><![CDATA[value]]></category>
		<category domain="http://resources.bnet.com/topic/salesperson.html"><![CDATA[salesperson]]></category>
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		<category domain="http://resources.bnet.com/topic/customer.html"><![CDATA[customer]]></category>
		<category domain="http://resources.bnet.com/topic/value+proposition.html"><![CDATA[value proposition]]></category>
		<category domain="http://resources.bnet.com/topic/solutions.html"><![CDATA[solutions]]></category>
		<category domain="http://resources.bnet.com/topic/valuevision.html"><![CDATA[ValueVision]]></category>
		<category domain="http://resources.bnet.com/topic/julie+thomas.html"><![CDATA[Julie Thomas]]></category>
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	<item>
		<title><![CDATA[Does Your Value Proposition Make Sense?]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=4744]]></link>
		<description><![CDATA[There are four basic value propositions that sales teams use to generate sales. Each value proposition requires a different market strategy, according to Michael Treacy, co-author of the bestseller "The Discipline of Market Leaders."    To find out if your firm has the right strategy, click on the...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Thu, 13 Aug 2009 05:30:50 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/value+proposition.html"><![CDATA[Value Proposition]]></category>
		<category domain="http://resources.bnet.com/topic/proposition.html"><![CDATA[PROPOSITION]]></category>
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		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
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	<item>
		<title><![CDATA[What Comes First: the Problem or the Solution?]]></title>
		<link><![CDATA[http://blogs.bnet.com/ceo/?p=2592]]></link>
		<description><![CDATA[There's an interesting debate taking place in the comments of How to Derive a Value Proposition that highlights an age-old dilemma. In any strategic process, what comes first chronologically, determining the needs or value drivers of the customer, or determining the competencies or value proposition of the company? Weigh in...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Fri, 31 Jul 2009 15:22:07 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/value+proposition.html"><![CDATA[Value Proposition]]></category>
		<category domain="http://resources.bnet.com/topic/competency.html"><![CDATA[Competency]]></category>
		<category domain="http://resources.bnet.com/topic/steve+tobak.html"><![CDATA[Steve Tobak]]></category>
	</item>
	<item>
		<title><![CDATA[How to Derive a Value Proposition]]></title>
		<link><![CDATA[http://blogs.bnet.com/ceo/?p=2579]]></link>
		<description><![CDATA[What do you do better than anyone does? What does your company offer that competitors can't match? Why would customers buy one companyâ€™s product or service as opposed to anotherâ€™s? These are all definitions of a critical business concept called "value proposition." Here's a litmus test and five-step process. by...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Wed, 29 Jul 2009 07:16:39 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/value+proposition.html"><![CDATA[Value Proposition]]></category>
		<category domain="http://resources.bnet.com/topic/steve+tobak.html"><![CDATA[Steve Tobak]]></category>
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	<item>
		<title><![CDATA[Old Dominion Freight Line Q4 2008 Earnings Call Transcript]]></title>
		<link><![CDATA[http://www.bnet.com/2462-14064_23-264884.html]]></link>
		<description><![CDATA[ Question-and-Answer SessionOperator Certainly. Operator Instructions. We'll go to Tom Wadewitz with JPMorgan. Thomas Wadewitz - JPMorgan Yes, good morning. David Congdon Good morning. J. Wes Frye Good morning. Thomas Wadewitz - JPMorgan Let's see, so where do you think the impact is going to be as we have what...]]></description>
		<s:doctype><![CDATA[Earnings calls]]></s:doctype>
		<pubDate>Thu, 29 Jan 2009 12:18:19 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/j.p.+morgan+chase+%2526+co..html"><![CDATA[J.P. Morgan Chase & Co.]]></category>
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		<category domain="http://resources.bnet.com/topic/earnings.html"><![CDATA[Earnings]]></category>
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		<title><![CDATA[Do You Have a Compelling Value Proposition?]]></title>
		<link><![CDATA[http://blogs.bnet.com/ceo/?p=1446]]></link>
		<description><![CDATA[Value proposition is the same as competitive differentiation. It's why your customers buy from you and not somebody else. If you can say it with a straight face and your customers agree it's true, then you're in business. If not, you're in big trouble. Here's how it works. by Steve...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Mon, 27 Oct 2008 08:00:23 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/proposition.html"><![CDATA[Proposition]]></category>
		<category domain="http://resources.bnet.com/topic/steve+tobak.html"><![CDATA[Steve Tobak]]></category>
		<category domain="http://resources.bnet.com/topic/dell+computer+corp..html"><![CDATA[Dell Computer Corp.]]></category>
		<category domain="http://resources.bnet.com/topic/value+proposition.html"><![CDATA[Value Proposition]]></category>
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		<category domain="http://resources.bnet.com/topic/business+operations.html"><![CDATA[Business Operations]]></category>
		<category domain="http://resources.bnet.com/topic/steve+tobak.html"><![CDATA[Steve Tobak]]></category>
		<category domain="http://rss.financialcontent.com/stocksymbol">DELL</category>
		<category domain="tickers">DELL</category>
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		<title><![CDATA[How to Handle "Talk to My Underling"]]></title>
		<link><![CDATA[http://blogs.bnet.com/salesmachine/?p=560]]></link>
		<description><![CDATA[Last week, in the post "Handling 'I am Not the Decision Maker'", I gave sales guru Barry Rhein's solution to the "I'm not the decision-maker" sales objection. Â  While most of these objections point upwards, there is a variety that points downwards, typically to a lower level person in the...]]></description>
		<s:doctype><![CDATA[Blog posts]]></s:doctype>
		<pubDate>Tue, 21 Oct 2008 04:20:42 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/value+proposition.html"><![CDATA[Value Proposition]]></category>
		<category domain="http://resources.bnet.com/topic/executive.html"><![CDATA[Executive]]></category>
		<category domain="http://resources.bnet.com/topic/sales+strategy.html"><![CDATA[Sales Strategy]]></category>
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		<category domain="http://resources.bnet.com/topic/sales.html"><![CDATA[Sales]]></category>
		<category domain="http://resources.bnet.com/topic/geoffrey+james.html"><![CDATA[Geoffrey James]]></category>
		<category domain="http://resources.bnet.com/topic/value+proposition.html"><![CDATA[Value Proposition]]></category>
		<category domain="http://resources.bnet.com/topic/executive.html"><![CDATA[Executive]]></category>
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	<item>
		<title><![CDATA[The Changing Face Of Competitive Strategy]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=355421]]></link>
		<description><![CDATA[In nowadays global, intensively interconnected business environment, a major challenge faced by business organizations is how to maximize shareholder value and sustain growth, while at the same time creating economic value for all. Two essential ingredients of strategy are needed to achieve these long-run corporate objectives which are setting up...]]></description>
		<s:doctype><![CDATA[White papers]]></s:doctype>
		<pubDate>Sun, 13 Apr 2008 00:00:00 -0700</pubDate>
		<category domain="http://resources.bnet.com/topic/competitive+strategy.html"><![CDATA[Competitive Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/value+proposition.html"><![CDATA[Value Proposition]]></category>
		<category domain="http://resources.bnet.com/topic/inquirer.net.html"><![CDATA[INQUIRER.net]]></category>
		<category domain="http://resources.bnet.com/topic/strategy.html"><![CDATA[Strategy]]></category>
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		<title><![CDATA[Mission And Values In Your Value Proposition]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=379211]]></link>
		<description><![CDATA[If yours is a small to mid-sized organization, understanding, developing and promoting your Values and Mission offer a particularly huge opportunity to make your value proposition unique and compelling. You can do things in this mission/values arena that few large companies and certainly no low-cost, off-shore suppliers can dream of. ]]></description>
		<s:doctype><![CDATA[White papers]]></s:doctype>
		<pubDate>Tue, 01 Jan 2008 00:00:00 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/value+proposition.html"><![CDATA[Value Proposition]]></category>
		<category domain="http://resources.bnet.com/topic/center+for+simplified+strategic+planning.html"><![CDATA[Center For Simplified Strategic Planning]]></category>
		<category domain="http://resources.bnet.com/topic/channel+management.html"><![CDATA[Channel Management]]></category>
		<category domain="http://resources.bnet.com/topic/marketing.html"><![CDATA[Marketing]]></category>
	</item>
	<item>
		<title><![CDATA[Your Value Proposition: A Critical Component To Having A Successful Job Search]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=879455]]></link>
		<description><![CDATA[Your value proposition is a series of statements defining your worth. It is the value you bring to the table - the skills, strengths, core competencies, marketable assets and accomplishments you can declare as your own. Your value proposition describes your uniqueness - your unique gifts. It is what differentiates...]]></description>
		<s:doctype><![CDATA[White papers]]></s:doctype>
		<pubDate>Tue, 01 Jan 2008 00:00:00 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/job.html"><![CDATA[Job]]></category>
		<category domain="http://resources.bnet.com/topic/value+proposition.html"><![CDATA[Value Proposition]]></category>
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		<category domain="http://resources.bnet.com/topic/recruitment+%2526+selection.html"><![CDATA[Recruitment & Selection]]></category>
		<category domain="http://resources.bnet.com/topic/asset+management.html"><![CDATA[Asset Management]]></category>
		<category domain="http://resources.bnet.com/topic/strategy.html"><![CDATA[Strategy]]></category>
		<category domain="http://resources.bnet.com/topic/human+resources.html"><![CDATA[Human Resources]]></category>
		<category domain="http://resources.bnet.com/topic/workforce+management.html"><![CDATA[Workforce Management]]></category>
		<category domain="http://resources.bnet.com/topic/operational+planning.html"><![CDATA[Operational Planning]]></category>
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		<category domain="http://resources.bnet.com/topic/management.html"><![CDATA[Management]]></category>
	</item>
	<item>
		<title><![CDATA[Developing Value Propositions]]></title>
		<link><![CDATA[http://www.bnet.com/2410-13241_23-168342.html]]></link>
		<description><![CDATA[The purpose of a value proposition is to identify and satisfy an unmet need that your target market possesses. An effective value proposition describes what you do in terms of tangible business results for the customer. However, it's more than a statement of offer or a buy-line. It's a commitment...]]></description>
		<s:doctype><![CDATA[Articles]]></s:doctype>
		<pubDate>Tue, 20 Nov 2007 15:24:04 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/proposition.html"><![CDATA[Proposition]]></category>
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	<item>
		<title><![CDATA[Strategically Integrating the Pieces: Using Research to Drive Hotel Growth]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=122475]]></link>
		<description><![CDATA[Prominent hotel chains employ market research companies to conduct large customer satisfaction studies. For the most part, these research companies have offered efficient collection of data, as well as timely and accurate reporting as their primary value propositions. However, operational excellence is now considered a basic expectation, rather than a...]]></description>
		<s:doctype><![CDATA[White papers]]></s:doctype>
		<pubDate>Thu, 01 Apr 2004 00:00:00 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/research+company.html"><![CDATA[Research Company]]></category>
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		<title><![CDATA[CRM: The Key To Superior Business Performance]]></title>
		<link><![CDATA[http://jobfunctions.bnet.com/abstract.aspx?docid=262007]]></link>
		<description><![CDATA[Businesses need to create economic value, which requires understanding customers and then engaging them with value propositions. This issue is being addressed by the best-of-breed CRM analytical tools that provide marketers with the intelligence to understand customers so that value propositions are relevant and arrive at the most opportune time...]]></description>
		<s:doctype><![CDATA[White papers]]></s:doctype>
		<pubDate>Thu, 15 Jan 2004 00:00:00 -0800</pubDate>
		<category domain="http://resources.bnet.com/topic/ncr+corp..html"><![CDATA[NCR Corp.]]></category>
		<category domain="http://resources.bnet.com/topic/performance.html"><![CDATA[Performance]]></category>
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