“[Selling] requires technical chops and often deeper vertical expertise…to win customer confidence.”
Old school sales tactics no longer work. Buyers want to get hands-on with your products and engage with experts from the start.
Buyers and vendors must define expectations, collaborate on requirements, and hold each other accountable.
Winning solutions must be easy to use from the start. They must meet business needs and deliver value faster than the alternatives.
Buyers need a trusted advisor. Differentiate their experience with Solutions Org strategy, resourcing and impact.
Support your champions in running their own processes and driving consensus when you aren’t in the room or on the zoom.
“[Selling] requires technical chops and often deeper vertical expertise…to win customer confidence.”
“Souping up the presales engine can yield a five-point improvement in conversion rates, a 6-13% improvement in revenue, [and] 10-20% in the speed of the sales process.”
“Companies that deliver great buying experiences grow twice as fast as their competition.”
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