Value Proposition

A Value Proposition is an articulation of product or service’s intended value for a customer and can be framed by features, competitive differentiations, cost calculations, or enabled opportunities. Value propositions are useful in sales discussions with customers to convince them to purchase, but they are also useful internally for businesses to focus decision making and […]


Create value to avoid the price-driven sale

Create value to avoid the price-driven sale

I had the opportunity to talk with Michael D’Arelli, Executive Director at American Agents Alliance this past week. Our conversation was focused on how insurance and agents and brokers can move away from the price-driven sale. His insights were recently published in a new ebook titled “10 Plays to Accelerate Insurance Sales Growth” with winning […]