1048: Selling the Cloud, with Mark Petruzzi and Paul Melchiorre
Sales Strategy & Enablement by Revenue.io
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How to Be a Successful Salesperson
Sellers, to most part, don't understand what it means to provide value to their buyers today. When I started Ariba, buyers were a completely different profile. Today, the buyers probably know more about your product, your company than the sales reps that they're talking to. That's why it's important to be prepared and add value in those conversations because then you get put in the 20%.
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