John Boney

John Boney, a facilitator with Force Management, dives into what it takes to sell based on value. He emphasizes the importance of a buyer-focused mindset and understanding the customer's Decision Criteria. Boney highlights the challenges of adapting to shifting customer priorities and the significance of engaging multiple stakeholders through multithreading. He also discusses how to navigate the political landscape within organizations to effectively communicate value propositions, ensuring sellers stay aligned with buyer needs.