EP 126 - Selling value trumps selling features - Stephen Timme, CEO, FinListics
Industrial IoT Spotlight
00:00
The ROIC Tool Is a Smart Tool, Right?
I was working for a management consultancy about 10 years ago. We had this very complex Excel tool where we'd scrape data from one of the financial reporting tools. And it was a bit like magic to the customer, but it took a lot of time. So I think part of that, I'm convinced of this, is I actually get spend more time engaging with the customer. At the same time, I do a much better job of articulating the true value of whatever I'm trying to sell.
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