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Today's buyer has changed - more empowered, skeptical and frugal - a condition called Frugalnomics. Unfortunately sales has not evolved to address frugalnomics - as the #1 issue for not meeting revenue targets is the inability for sales reps / partners to effectively communicate the value of proposed solutions. This is the Value Gap.
This presentation discusses how visual value storytelling and financial justification / ROI can help bridge the value gap - leading to more more revenue opportunities and improved selling effectiveness