EP 126 - Selling value trumps selling features - Stephen Timme, CEO, FinListics
Industrial IoT Spotlight
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What Are the Problems That You're Solving?
The vast majority of our companies are some way related to technology, right? How do you utilize technology? In fact, I tell our customers all the time, quit selling technology and start solving customer problems. So what we find is that typically enterprise sellers are very comfortable talking to one buying group, but nowadays you got to cut across that. And ultimately, when you build your business case, here are all the considerations that should be included in that.
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