EP 126 - Selling value trumps selling features - Stephen Timme, CEO, FinListics
Industrial IoT Spotlight
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How Do You Manage Your Account Planning?
Sales enablement is a team sport. You have to have sales leaders that reinforce this, you know, on the coral business review, okay, what new sellers have you buyers have you talked to, and what's the messaging? So it's really that establishing the baseline, which is a lot of work. If you don't have sales enablement, providing that constant nourishment, if you do not have sales leaders doing the reinforcement in terms of like the quarterly business reviews, making it part of the account planning,. I ask companies all the time, they'll say, Oh, we're customer centric. And I said, well, that you're saying customer first in words only,
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