Time to Value: How to Sell When You Need to Show Value Quickly

Regardless of the length of your implementation window in an opportunity, you must show your value. Brian Walsh joins us today for a quick discussion about how to successfully demonstrate value. He discusses:

• Developing a roadmap with short-term metrics.
• Helping the customer to see the business-wide benefits of your solution.
• Setting expectations that are high but realistic.

Here are some additional resources:

• Get MEDDICC Certified on Ascender!
• The Currency of Value | Ascender Article
• Articulating Value and Differentiation After the Sale | Podcast
• Providing Value in Discovery | Podcast

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