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A key component of most technology vendors' sales strategies is for the sales force to sell to higher-level buyers. In order to provide sales enablement professionals with a customer-centric design...
Results, not products, differentiate vendors in the eyes of executives.Executives assign strategic supplier status to vendors that are willing and able to align in substantial, not superficial, ways....
How You Sell Is As Important As What You Sell
Executive decision-makers find that the technology vendors that best differentiate themselves from the pack are the ones that can match a relevant set of capabilities to their specific circumstances....

How You Sell Is As Important As What You Sell