Selling Your Value Proposition

The wider business ecosystem

A customer experiences a supplier from every interaction – from purchasing through to delivery, payments and aftercare. So a road map for customer success depends on every single person in the business, not just the sales and marketing department. Mapping this journey from the customer perspective is key to understanding their entire experience journey (Figures 2.2 and 2.3 ). This company-wide perspective supports the first law of value proposition selling.