Page 153 - BV-BC 4 days
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Outcome-Focused Selling
• The role of an outcomes-focused business value sales leader?
• Provide visionary leadership
• Assists the sales team to understand where the customer is in the buying
process
• When presenting your business case, what should you include?
• Costs, benefits and additional considerations/options
• Why might customers need business transformation?
• Improve business process efficiency
• Increase market share
• Enhance profit margins
