About Value Prop Interactive
We’re a team – experts, creators, and mentors.
The Value Prop Team is an impressive mix of strategic thinkers, marketing experts, sales gurus, and tech geeks. Together, they have one common love: helping people create, capture, and communicate their unique value – in crowded, competitive and commoditizing markets!
Value Prop Interactive delivers method, training, and tools to help you create and deploy your best un-commodity strategy and messaging. Everything we do – training, web courses, books, blog, consulting – is designed to help marketing and sales leaders to drive revenue and growth for their businesses – especially in traditionally commodity categories.
Value Prop Interactive was founded by Jose Palomino: author, teacher, entrepreneur, and marketing strategist. We work with B2B companies who are developing their best overall strategy and the execution plans they need to spark greater growth for their companies. We’ve delivered successful outcomes for a wide range of companies – from “enterprise-class” companies (ie. Day & Zimmermann, SAP, DOW, and Goldman Sachs) to smaller, privately-held companies such as Burns & McBride and US Axle.
If you’re in a market that has “commoditized” (procurement dominates and every deal seems to come down to price) then communicating the value and relevance of your key products and services to your best prospects and customers is the driver of your company’s growth. And that is where Value Prop Interactive delivers maximum impact.
See Jose Palomino’s interview with Daniel Burstein of MarketingSherpa, on value propositions.
Our Approach is Different.
Our “Learn-Do” approach makes creating and deploying great sales messaging practical, easy and effective.
Traditional training teaches your already competent team a new set of principles and theories, and then leaves them to figure out how to apply them to their real business…someday. We don’t think that’s the best approach…and you probably don’t, either. Instead, Value Prop focuses on getting your team immediate results on real-life business right in the room AS they learn and apply our simple tools. Creating leverage through new value propositions, better sales messaging and simple, yet advanced selling skills to amplify those messages. Your people come away NOT with new theories or philosophies – all of which simply evaporate in the heat of day-to-day business – but with powerful new skills and the confidence and motivation to use them, because they’ve already seen them work for them.
- If sales focused, they gain new momentum on real deals and relationships in progress… because that’s exactly what we’ve been working on.
- If marketing oriented, they gain a new, clean and fast approach to capturing and sharing better messaging – both strategic and practical.
So instead of taking a day or two away from your business to develop your sales and marketing team, Value Prop gives them time to focus ON your business, in ways they’ll use to dial in their activities today and keep using over and over in the future.
Why work with Value Prop?
Clients work with us to develop and deploy better sales messaging. That is why our Methods and Tools are organized into four major groupings: Value Proposition Development, Buyer-Centric Messaging, Pivotal Conversations and our line-up of Visual Selling Tools.
Each of these major areas can be accessed by our clients in a number of ways:
- Live Workshop Training
- Large Group Training
- Webinar Series
- Mastermind Groups
- Coaching & Consulting
- Specialized Web Apps and Portals
Whichever way you choose to work with us, Value Prop Interactive is there to show you how and to support you in creating precise and effective messaging – all based on a Value Proposition Statement that highlights your strengths to the market you most want to connect with.
Jose Palomino, Founder & CEO
Jose started Value Prop Interactive over 10 years ago in order to integrate the art and science of strategic messaging across the marketing and sales disciplines. Jose says, “I love to help people see and articulate their best value – to help them stand out in crowded and competitive markets!” He is most proud of the truly unique “Learn-do” programs the company has developed and deployed to help sales and marketing teams in a variety of industries.
Rachel Simko, COO
Self-motivated, hyper-productive, and highly organized self-starter with a proven history of bringing order to chaotic situations. Rachel takes big ideas and creates actionable steps – developing project plans and driving timelines. “I thrive in highly creative and entrepreneurial environments with a collaborative team – especially when there are big challenges to overcome. Which is why I’m at Value Prop!”
Frank Michel, Partner / Strategist
As a founding partner in Brandywine Mergers & Acquisitions, LLC, Frank saw the need for a specialized, pre-sale view on a company for owners. “That need led me to get much more involved in the business model design. It also led me to become a Partner with Value Prop Interactive – since so much of their work was on finding the ‘core goodness’ within a company.” Michel is a Certified Exit Planner (CEPA – The Exit Planning Institute) and a Certified Family Business Advisor (FBAC – The Galliard Institute). Frank is committed to working with business owners to maximize the value of their business by ensuring they have the right model and processes to extract that value.
Ralph Witcher, VP Sales Enablement Programs
Ralph brings a passion and deep experience in Management Consulting, Sales Strategy & Demand Creation Strategy development. He says, “I love sales and helping people excel at selling!” He has deep and broad experience in all aspects of sales and sales management and value selling. With decades of direct experience selling to CXOs within global accounts, he is an acknowledged expert in consultative selling.
Richard Bailey, Company Advisor / Strategist
A marketing and technology problem solver, Richard helps you get more local or national customers and help you retain them while building, defining and refining your brand. Richard is a Speaker, Teacher, Certified Guerrilla Marketing Coach, Technology Developer, Online Marketing Consultant and Online Public Relations, with a focus on Lead Generation/Conversion. Richard says, “I love working with Value Prop – helping them help their clients truly get leverage their better message to get better sales.”
Andrew Stebbins, Design Project Manager
An advertising graduate from Temple University, whose advertising and entrepreneurial departments have taught him to be a great creative thinker, a superb brainstormer, and an enthusiastic collaborator. “I’m a great self-motivator, but working with a team is where I really shine – which is why Value Prop has been a perfect platform for me to bring my technical and design skills together – creating our courseware, working with clients and overall, making stuff happen!”
Amanda Palomino, Project Coordinator
A Journalism graduate from Hofstra University, where Amanda learned the principles of communicating the truth of a story in a way that informs and intrigues. While at Hofstra, Amanda was Editor-in-Chief for the University’s student magazine, interned with Mood of Living and with Hearst Communications’ Women’s Day – where she applied her talent for organization and getting things done. “At Value Prop I’m able to apply my project management experience and my creativity to help companies get their story told.”
Our Internship Program
Value Prop works closely with Philadelphia area universities and colleges to find students interested in learning more about strategic marketing and messaging in a professional work environment. We typically hire two to five interns each semester, dedicating time to teaching them the Value Prop Methodology and enhancing their professional skills. Our interns work directly with each team member on real client work to gain unbeatable real-life business experience. [learn more]
Working with SMB @ The Enterprise Center, Philadelphia
The Enterprise Center (http://www.theenterprisecenter.com/) was Founded in 1989 by the Wharton Small Business Development Center, The Enterprise Center provides access to capital, capacity building, business education and economic development opportunities to high-potential, minority entrepreneurs. Through our portfolio of business-acceleration initiatives, TEC seeks to better position minority enterprises to compete in the local, regional, and global economies. Value Prop has contributed specialize content and training to the Center to further develop smaller companies in our area.
Value Prop Interactive delivers specialized content and training for companies looking to find and grow their market advantage:
Value Prop Development: messaging and go-to-market speaking and training resources designed specifically for professional marketers and strategic business leaders. The ideas the form the foundation of our services “…shows how to take complex products and services to market with a simple and powerful message that opens doors and leads to improved market share.” Michael Treacy, co-author of business classic, “The Discipline of Market Leaders.”
Buyer-Centric Messaging: Great products don’t sell themselves! The natural next step would be to build on your new Value Prop by having a session with your sales leaders to develop target-specific or Buyer-Centric Messaging. We would use our sales messaging framework to capture best practices that are realistic and repeatable for the day-to-day of selling your product. We capture the best discovery questions, advancement statements, objection handling, and other real-world sales messaging skills necessary for increasing sales. This is a documented sales messaging framework that is a distillation of what has been proven to work in the field – by your team!
Pivotal Conversations: Bulletproof Your Biggest Deals by mastering the 25 Pivotal Conversations every sales professional must engage in to advance and close large sales. These Conversations address most everyday situations that the B2B Sales Rep is likely to encounter in advancing an opportunity. By implementing Pivotal Conversations, sales professionals will no longer be surprised by the deals that “slipped” or the surprise objection. (Pivotal Conversations will soon be available as a stand-alone and Salesforce compatible web-app named PivotalDealAccelerator.com .)
Visual Selling Tools: Traditional sales training teaches your already competent team a new set of principles and theories, and then leaves them to figure out how to apply them to their real business…someday. We don’t think that’s the best approach…and you probably don’t, either. Instead, we focus on getting your team immediate results on real-life business right in the room AS they learn and apply our simple tools. Your people come away NOT with new theories or philosophies – all of which simply evaporate in the heat of day-to-day business — but with powerful new skills and the confidence and motivation to use them, because they’ve already seen them work for them. They also gain new momentum on real deals and relationships in progress… because that’s exactly what we’ve been working on.
High-Performance Marketing begins with a Powerful Value Prop!
“If you want to connect to your customers and stand out from the rest of the pack, follow Palomino’s proven formula.” David Meerman Scott, Bestselling author of The New Rules of Marketing and PR
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