EP 126 - Selling value trumps selling features - Stephen Timme, CEO, FinListics
Industrial IoT Spotlight
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Is There a Challenge in Selling to Different Stakeholders?
Gartner: For a lot of these major purchases, there are now 10 plus different stakeholders. What's really required is to understand for each one of their buyers, what are their initiatives or I like to call them use cases and what's on their dashboard? So you can be providing a solution that can address in this example of three of those.
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