The Value Deficit – Sales eXecution 271
The Pipeline
OCTOBER 13, 2014
'By Tibor Shanto - tibor.shanto@sellbetter.ca . Sales is very much a balancing exercise, somewhat like a scale, to keep balanced, you need to ensure that there is as much weight on one side as there is on the other. When there isn’t it could lead to problems for the parties involved. The most common example of this in B2B selling is price. More often than not, when a sales person finds themselves negotiating on price, or selling on price it is the result of not having created enough value to
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