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SOLD: Selling Outcomes Leading Deals
Today's customer is on a journey and they need a guide. By embracing the new methodology of sales, building a vision, capturing buy-in for that vision, and walking the customer through that vision, the sales team become their guide.
The elegance of this approach is its symbiotic nature. The customer gains clarity, confidence, and direction. Spearfishing rather than casting wide nets, partnering rather than selling, navigating the business world as fluidly as the technical world, these are all characteristics of the new digital landscape.
Welcome to the new world of technology sales.
The elegance of this approach is its symbiotic nature. The customer gains clarity, confidence, and direction. Spearfishing rather than casting wide nets, partnering rather than selling, navigating the business world as fluidly as the technical world, these are all characteristics of the new digital landscape.
Welcome to the new world of technology sales.
120 pages, Kindle Edition
Published January 24, 2019
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Displaying 1 of 1 review
February 4, 2019
Interesting to techies and salesman alike
An interesting look behind the scenes at how a technical sales process should work in the 21st Century. Establishes a methodology which can be adapted and applies particularly well to a VAR or Professional Services organisation.
An interesting look behind the scenes at how a technical sales process should work in the 21st Century. Establishes a methodology which can be adapted and applies particularly well to a VAR or Professional Services organisation.
Displaying 1 of 1 review