Value Proposition and Account Executive Training Case Study

Value Proposition Account Executive TrainingSituation:

Existing payer value proposition framework was not establishing a competitive advantage and the Account Executive presentation powerpoint was cumbersome and therefore under-utilized.

 

Problem:

Prior version was developed based on content from the sales commercial presentation and, therefore, did not define a payer solution. Additionally, investigation proved that the prior version was too long, was too high gloss and was not member centric in its messages.

 

Value Added:

Payer value proposition framework was reworked and an Account Executive presentation PowerPoint was created and delivered in two weeks. The Herspiegel Consulting deliverable was then used for additional brands across the client portfolio.

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