A value proposition is a sales tool that communicates your product's unique benefits to customers. In LeveragePoint, value propositions are digital, interactive tools that sales user can use before, during or after customer meetings. A sales user can make a copy of the value proposition and customize it for their specific customer opportunities. They can also download a PowerPoint version as a customer "leave-behind."
In LeveragePoint, marketing users create value propositions based on their value modeling, price setting and value communication work. Marketing users publish value propositions when they are ready to be shown to external customers. Also, value propositions are a useful format for executive-level internal presentations as well.
The layout or View of a value proposition is determined by its template. LeveragePoint supports a wide variety of templates that are designed for specific situations, from high-level summary presentations to very granular quantitative case studies. A template "look and feel" is designed to match the company's branding and communication style.
Templates are designed and managed by the LeveragePoint customer success team in coordination with the company administrator. Marketing users can make some edits to the template.
Key Parts of a Value Proposition
Most templates share the same characteristics. Below is a typical format and descriptions of key functionality.
Link back to home page
Click the link in the breadcrumb to return to Sales Home page. Tip: right-click to open it in another tab or window.
Save/Save As
Click Save As initially to create your own copy which is called a unique value proposition (UVP).
More
Click the More button to open a menu. Note some of these may not be visible or active depending on the system settings.
| Hide Sales Changes | Any data that is changed in the value proposition is highlighted automatically. Click this to turn highlighting on or off. |
| Edit Layout | If enabled, the marketing or sales user can make certain modifications to the template such as changing text and colors inside charts. |
| Share | Click here to share your copy of the value proposition (UVP) with other sales user. |
| Export | Click here to download to PowerPoint slides. If a UVP, be sure to save changes first. Note that PowerPoint slides can also be custom designed. |
| Salesforce | If enabled, allows user to link UVP to Salesforce. |
| UVP Notes | Click here if you want to write notes related to this UVP. |
| Attachments | Click here to find any attachments for this value proposition. Often attachments are longer documents. |
| Enable Save | In the event of temporary loss of internet access, the Save button will gray-out. You will not lose any data changes to the UVP as long as the UVP stays open. When internet access is resumed, click Enable Save to reactivate Save. |
| Contact | Click here to see the name of the value proposition owner. |
| Views | If available, click here to switch the value proposition view to another template. |
Buttons
Click any non-grayed button to move to a different page. The number of pages and page design varies by template.
Tabs
Tabs vary by template. Click any grayed-out tab to move to a different tab. You may need to scroll down to see contents. They are intended to provide access to more detailed information "below the fold" and maybe regarded as a reference or presentation appendix.
There are custom tabs like like "Brochure" and "Video" or standard tabs like "Variables" or "Value Drivers"
Links for further reading
Sales Conversations that Engage B2B Buyers
5 Key Characteristics of Winning B2B Sales Presentations
Designing Value Propositions for Sales Conversations