2017, Consultative Selling, Negotiation and Training

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2017

Consultative Selling

Negotiation

Training

How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities

LeveragePoint

FEBRUARY 20, 2018

Understanding Sales Challenges , Richardson’s recently compiled survey, identified the top 3 concerns among seller executives: (1) Competing against a low cost provider, (2) Combatting the status quo and (3) Knowledge about how to team sell effectively. But this misperception is not inherently a sales personnel or sales training problem.

Case Study

Case Study Sales Cycle Study Opportunity

How to Use Value Propositions in the Middle of the Sales Cycle: Focus Sales Teams on Customer Outcomes

LeveragePoint

MARCH 23, 2018

people in the average 2017 buying team. When a sponsor agrees to a Shared Business Case to buy with your sales team, that agreement supports faster and better results during the negotiation and procurement stages at the end of the sales cycle. A Customer Value Analysis sets up the opportunity to get buy-in from customer sponsors.

Sales Cycle

Sales Cycle Case Study Customer Analysis

Sales Pro Central

How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities

How to Use Value Propositions in the Middle of the Sales Cycle: Focus Sales Teams on Customer Outcomes

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