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[Infographic] Selling Outcomes, Not Products

Large B2C corporations figured out a long time ago that selling outcomes rather than product features is the key to increased sales. Companies don’t sell televisions; they sell family bonding or big celebrations on game day. Dreams of fame and…

Selling Complex Products and Solutions: Addressing the Challenges of Presales Professionals

B2B innovation is a two-edged sword, improving enterprise business opportunities while increasing sales complexity. Technology delivers better products but makes them harder to understand, apply and explain. Implementations are more customized as B2B solutions are increasingly tailored to customer specifics….

B2B Enterprise Sales Leaders: “What do you do for your customers?” — Do your sales reps answer the same way you do?

At B2B Global 2000 Enterprises only the CEO, Sales Leader, and their top 10% sales reps consistently succeed at addressing this question with customers; and qualify the opportunity in the process. Why is it so difficult to get all sales…

Identifying Your Value in Your Customer’s Supply Chain

Read this if your product is sold to OEMs or through distribution channels! We’ve written many a blog post about customer value quantification: namely the virtues, the challenges, and most importantly the how-to-do-its. So if you are interested in that…

Selling to the C-Suite: 7 Pitfalls to Avoid

Any C-suite meeting for B2B sales teams is an important event. It represents that rare opportunity to access decision-makers directly, to leverage senior management in motivating customer teams and to break the logjam of customer inaction. Yet the outcome of…

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