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Buyers have changed - more empowered, skeptical and frugal. At the same time, sales reps have not evolved to meet new prospect demands - using the same old product presentations.
To engage and sell to today's buyer you need a more insight driven, value-focused approach. Conversations not about your company, product, features and price, but about the value you can deliver to the prospect.
This presentation outlines a live interview of Tom Pisello, the ROI Guy / CEO & founder of Alinean with Dario Priolo, Chief Strategy Officer of leading sales training firm Richardson, as they discuss the latest research around today's selling challenges, and specific ways to evolve to a more value-focused approach leveraging visual storytelling, insights, financial justification, ROI and TCO.
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