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Regardless of a salesperson's conversational skills, the conversation still has to be about something the buyer cares about — or else there won't be many more. But how likely is an executive going to agree to meet with someone who knows only how to talk about their product or service? Even less likely, then, will that executive invest the time in a lengthy sales cycle to see demos and evaluate the merits of your features and functions and compare them to your competitors — because they have staff who can do that.
In this webinar, research director Scott Santucci highlights the differences between a value proposition and a value equation and provides an overview of the detailed attributes that must be successfully communicated — and to whom — over the course of a sales process in order to tip the scales in your favor.
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As technology vendors broaden their product portfolios and ask their account teams to sell across all levels within their client roster, traditional approaches to hard-coded value propositions are becoming antiquated. Sales enablement professionals should
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