My new favorite quote from Sales 2.0:
The book quotes WebEx's Stu Schmidt saying "Customers don't buy solutions in and of themselves, they buy business results."
Schmidt goes on to suggest Sales should be talking less about solutions and more about the customer's quantifiable, financially viable business results.
Are your Sales Reps thinking like the targets executives to create value for their company's shareholders? If they did, would they be asking different questions?
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