SiriusDecisions Interview - From Pitching Products to Selling Value
The ROI Guy
DECEMBER 2, 2014
The research clearly indicates that the issues are not around sales having enough leads, more sales training, improved social selling ability or increased product knowledge. Understanding buyers better and correlating the financial benefits that can be delivered with proposed solutions is key. The issue isn’t new, and various training programs and tools have been around a while to help sellers change … so why no improvement? What about Value Training and Coaching?