EP 126 - Selling value trumps selling features - Stephen Timme, CEO, FinListics
Industrial IoT Spotlight
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Benchmarking - A Great Way to Drive a Conversation
A number of our companies that we work with have already said, look, we've got to do something around value selling or we call insight led selling. What I find is 20% will never get it. It doesn't say anything about their intelligence. It's just not their DNA. So there's quite a few examples like we've helped companies working with their sales leaders, working with sales able men really transform themselves from a feature function into an operational efficiencies company.
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