Getting to Value in B2B

By Dr. Reed Holden

The process of selling has changed dramatically since the Great Recession. Customers can evaluate amongst several “good enough” solutions these days. So how does a sales person help a customer really weigh the difference in their solution versus a competitor? By understanding the value of that solution and sharing the financial results other clients have received by using the solution. Getting to Value is critical for selling today. Here is how value can be uncovered and shared with your sales team. Arm them with value and they become confident in the solution and in defending the price of that solution.

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