Forrester's Value-Equation Sales Messaging Framework
Enabling Sales Teams To Tailor The Right Messages To A Given Account
June 16, 2009
Why Read This Report
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 adopt Forrester's value equation as a sales messaging framework to better equip account teams to tailor the story and align with a customer's situation, rather than present a one-size-fits-all generic solution.
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