While many companies complain that 80-90% of their salespeople can’t sell value, they are spraying their sales force with product presentations, and praying that their salespeople will be able to figure out why customers should buy their product. But instead of complaining, these companies should...
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Success stories are effective to use as proof and reinforcement late in the buying cycle once a customer has already formed a complete buying vision that fully recognizes "why change?" and "why you?"
These stories are easy to tell because you’re providing proof to a customer...
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Imagine if your salespeople could shine a light of insight on today’s empowered customers so that they no longer underestimate the cost of the status quo and the benefits of change.
Your salespeople would no longer have to chase these empowered buyers down the road of commoditization and...
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