Fast Forward: Sell like Salesforce - Selling the Value and Our Playbook (3/8)
Fast Forward: Sell like Salesforce - Selling the Value and Our Playbook (3/8)
As we sell in these tough economic times, sales people need to think about how they position themselves with accounts. It's too easy and often tempting to focus on price. Many customers will do just that, leaving sales reps to believe that winning business under these economic conditions requires offering price concessions. While price has moved to a more prominent position in all sales, it still remains central primarily in transactional sales. In major sales, while customers may be more price conscious than in the past, value remains the cornerstone to successful selling. #DF16Partners