Page 20 - HCS-CC_TELUS
P. 20

New Selling Behaviors

Suspect             Prospect                Buyer             Deployment

 BDM                Feature, Functionality  Price, Discounts          BDM
Business                                                           Delivery of
Projects                      TDM                                  Bus. Value?

Degree of IT Sales
Engagement
In Sales Process

$$
   15   16   17   18   19   20   21   22   23   24   25