Best Practice Report

Selling by Demand Type: New Paradigm

January 1st, 2018

Summary

Sales enablement strategies should be adjusted to reflect an offering’s market situation based on the Demand Spectrum. New paradigm selling requires sales reps to highlight the value of the new solution vs. established market offerings. Reps must be trained and confident in their ability to disrupt the status quo and reassure risk-averse buyers.

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