Page 154 - BV-BC 4 days
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Outcome-Focused Selling
• What should the business value approach framework provide?
• Alignment of business strategy and priorities to the business processes
required for goal achievement
• How does the customer benefit from an outcome-focused sales approach?
• Better alignment of technology to their actual business needs
• Increased ability to mitigate and manage risk
• Improved financial control over technology investments
• What drivers do we see for adopting an outcome-focused sales approach?
• Customers are more empowered and sceptical
• Customers assess and purchase technology differently
