Page 19 - Business Outcome Selling - 1 day
P. 19
Customer View:
Shortcoming of Technology Sales Rep
Understanding our business 46.6
needs/requirements
Tailoring the discussion to
our issues
Quantifying the value
proposition
Clarifying business impact
Understanding our industry 36.7%
Product/service knowledge 29.9%
0% 10% 20% 30% 40% 50%
Percentage of re
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