T32EXS - Gaining the Attention of Buying Executives: Sell to Value
Tue, May 21
| 1:00 PM - 2:00 PM |
Room: 159, Convention Center
Only 19 percent of salespeople have business impact discussions with executives. Learn what salespeople need to know about the customer's value chain. In this session, you'll discover the mindset required for selling to value and how it's a key differentiator, a model for understanding customers' value creation process, and an approach for discovering hidden needs. As a result, your salespeople will have business impact discussions, greater differentiation, and higher win rates.
Application on the Job:
Type: Exhibitor Session
Vice President of Global Research and Development