Lessons From Adversity

Rachel Stock is the founder of ASD Parent Coach, which was born out of her own personal experience of her son being diagnosed with autism aged 4.  He’s now 12 and is thriving in main stream school even though she was advised by professionals to put him into a specialist school.  Rachel began researching and studying so that she could empower her son to be the best version of himself.  Rachel has made it her goal in life to help support other parents to do the same.  Rachel believes that every child is Amazing Special Different with or without a diagnosis.”

In recent years, developing a value proposition has become a prime consideration for businesses. In this podcast I am joined by Helen Blake CEO of Futurecurve and co-author of ‘Creating and Delivering your Value Proposition’. Helen describes why having a strong value proposition is so important for organisations. I was struck by her passion for the subject and in particular her insistence on utilising a customer/client outside-in approach to describing the value that companies offer. This is part one of a two-part discussion I had with Helen. Please check out our other discussion on solution selling.

Solution selling is all about staying on the client’s agenda. Clients want sales professionals who want to understand; to ask the difficult questions - creating insight beyond their current understanding. In this podcast I am joined by Helen Blake CEO of Futurecurve, Helen describes her unique model called the Value Pyramid. Selling large scale transformational deals requires its own set of skills, different from selling commodities further down the value pyramid. There is no generic sales presentation or playback but what is required is the skill to have deeply engaging one-to-one exchange of ideas and insights that moves the client to engage with them. 

Disclaimer: Audio quality of this podcast may waiver due to Jack and Joe participating via transatlantic network