Two types of value
11th April 2015 | Todd Snelgrove
Todd Snelgrove on how customer intelligence can help you define your strategic approach to value, with a choice of two approaches.
As salespeople, we need to use our understanding of the customer, and each decision maker within a customer, to decide what drives them professionally and personally and to know which sales strategy is best suited to engage them in a discussion about why they should choose our firm’s offering. Too often, though, because of a lack of thoughtful proactive planning on our part, assumptions we make that all people in a customer want the same thing, or incorrect intelligence (intentional or unintentional), we come with the wrong value proposition to customers.
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