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Positioning Statements

Value Prop by Jose Palomino

The full title of this book by Jose Palomino is

Value Prop: Create Powerful I3 Value Propositions To Enter And Win New Markets

In my review posted on Amazon.co.uk, I gave it 3 Stars.

Here is my review.

This is an important topic but I thought it would be a better book

This book argues that your value proposition should meet the I3 criteria being innovative, indispensable and inspirational. In words that are easier to understand, it needs some that is new, useful and exciting. [continue reading…]

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Combat Zone by Dennis Lewis

The full title of this book by Dennis Lewis is

Combat Zone: The Value Based Proposition

In my review posted on Amazon.co.uk, I gave it Three Stars.

Here is my review.

Interesting For Sales People In B2B Markets

This wasn’t the book I was expecting to read as I thought it was about strategic marketing style value propositions.

Instead this is a book about selling in B2B markets where products can be sold on the basis of financial justification e.g. a chemical company might sell a new type of fertiliser that increases wheat yields per acre by 25% over the next best alternative. Depending on what you’re selling, you can therefore explain your advantage based on costs savings, extra revenue generated, faster payback for a machine or a combination of all three. [continue reading…]

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Core Value Propositions by Jack Hardy

The full title of this book by Jack Hardy is

Core Value Proposition: …A powerful tool that provides a customer focus to your business development

In my review posted on Amazon.co.uk, I gave it Three Stars.

Here is my review.

Build your core value proposition up from five factors

This book makes the point that a core value proposition is a combination of:
– core values that are the basis for everything the business does;
– value proposition as a promise of particular values made to and believed by customers. [continue reading…]

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Competitor Analysis by Robert DeGroot

The full title of this book by Robert DeGroot is

Competitor Analysis: Find Your Unique Selling Points, Know What Objections to Expect, and How to Neutralize Them

In my review posted on Amazon.co.uk, I gave the book Three Stars. This means Worthwhile.

Here is my review.

Useful technique for sales presentations

This is a short book that looks at how you can sell against your competitors by neutralising their unique selling points whilst emphasising your own. [continue reading…]

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In my review of the book

Marketing: Unique Selling Points and Creating a Tagline

by Amy Foxwell posted on Amazon.co.uk, I gave it Two Stars.

Here is my review.

Don’t buy – I did and asked for my money back – because it is far too short

This is far too small to be of much value to anyone interested in the subject. [continue reading…]

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The full title of this book by Jennifer S Cosculluela is

Find Your Own Unique Selling Proposition: Getting Ahead With USP

In my review posted on Amazon.co.uk, I gave the book Two Stars.

Here is my review.

Disappointing presentation and content

My first impressions weren’t good. I hadn’t expected this to be so small, it’s little more than a pamphlet. To add insult to injury, the contents are in a very small, sans serif font which makes it quite difficult to read, despite the double spacing between lines. [continue reading…]

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In my review of the ebook

USP: How to Construct a Winning Unique Selling Proposition by Michael Senoff

posted on Amazon.co.uk, I gave it 2 Stars.

Here is my review.

Transcripts of various telephone conversations

This is a bit odd. It is the transcript from several telephone conversations between an American consultant, Michael and Nick, the owner of a medium sized website hosting company with about 5,000 clients. It is also quite old which you may find off-putting if you’re an up-to-date techie. [continue reading…]

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The full title of this book by Alexander Osterwalder et al is

Value Proposition Design: How to Create Products and Services Customers Want

In my review posted on Amazon.co.uk, I gave it 3 Stars.

Here is my review.

It might make your head hurt…

This is a very stylish book, starting with the front and back covers which show the effects of good and bad value proposition designs respectively. It also includes access to online templates and exercises.

It is a follow-up to their earlier book Business Model Generation.

Does the style overwhelm the substance? [continue reading…]

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In my review posted of

USP: How To Craft Your Unique Selling Proposition

by Tara Jacobsen and Rebekah Welch posted on Amazon.co.uk, I gave it Three Stars.

Here is my review.

More focused on elevator pitches than an authentic, differentiating USP.

Working out how you can differentiate yourself from your competitors and communicate it to the customers is very important. Since this is an area of particular interest to me, I’m working my way around all the books.

This book takes quite a while to really get going and then produces a number of fill in the gaps phrases formulas to create what I think is much more of an elevator pitch than a USP although the two are linked. [continue reading…]

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Unique Selling Proposition Formulas by Jalanda James

The full title of this book by Jalanda James is

Unique Selling Proposition Formulas For Positioning Your Small Business

In my review posted on Amazon.co.uk, I gave it Three Stars.

Here is my review.

Interesting review of approaches to create USPs

I’m fascinated by how businesses differentiate themselves from competitors and how they communicate their differences to their potential customers.

I welcome this short, low cost book which sets out four formulas for creating a USP although it’s fairer to say that these are approaches rather than an X + Y style “fill in the blanks” formulas. [continue reading…]

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