Posts Tagged ‘value propositions’

Selling is persuading. Part 3

Wednesday, August 24th, 2011

Most product lines span a broad spectrum of client contexts. How broad? This is a simple problem to analyze with the 8W model I introduced in my last post. You can do a coarse analysis of your marketplace by estimating the number of different client contexts in which you sell. The table below summarizes some examples of distinct answers to the eight questions, using very generic answers just to demonstrate the variety of contexts.