True Value Creation And Your Customers - An Alternative To Close More Sales |
This paper is based on personal experience with the larger or major sale, and insights from the research conducted by Huthwaite. Major sales are more complex, take longer to develop, and typically involve many decision makers and influencers. Knowing how to navigate these waters and creating value is key to the success of any sales force. Indeed, the customer decides if the value is real or not. Customers have different notions of value, which are based on their particular circumstances, culture, procurement policies, leadership style of decision makers, business objectives, and ROI expectations. Different customers even in the same industry have varying degrees of value notions.
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