Selling by Demand Type: New Concept

January 1st, 2018

Summary

Sales enablement strategies should be adjusted to reflect the market situation for the offering based on the Demand Spectrum. New concept selling requires reps to be highly evangelistic and have the ability to create need and urgency. Reps must convince buyers not only that the offering is technically viable, but also that the benefits of switching outweigh any real or perceived risks.

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