1140: Unlocking Value Realization in Enterprise Sales, with Derek Knudsen
Sales Strategy & Enablement by Revenue.io
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The Importance of Value Realization in Enterprise Sales
This chapter emphasizes the need for value discussions based on knowledge of challenges, priorities, and pain points in enterprise sales. It highlights the significance of connecting data and analytics to customer value propositions and the importance of focusing on the fundamental value proposition of a product or service. The chapter also discusses the concept of a bi-directional waterfall in enterprise sales, illustrating how problem building down through value realization creation and outcome creates an oriented, reinforcing cycle.
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