EP 126 - Selling value trumps selling features - Stephen Timme, CEO, FinListics
Industrial IoT Spotlight
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When Is the Right Time to Build Credibility?
When you get into more specific targets, so financial targets or operational targets, at that point, you also start to need to collect more information from the customer in order to make these relevant. What's your feeling about the right timing for that? Is that something that you should try to do during kind of initial sales conversations to say, share with me some of your high level metrics and I'll let you know based on benchmarks what we can get?" Or is it more, do that later once you can maybe do a pilot? When is the right time? Because then that starts to get a little bit more sensitive, but obviously you need to cross that bridge, so what's the time?
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