Among the most common reasons why B2B companies find themselves in this bind: Their sales teams lack a compelling answer to the prospect’s question of, “Why should I buy from you—especially when your offering is more expensive?” If your sales team doesn’t have a great answer at this moment of truth, the consequences can be dire:
• Fewer yesses
• A slower sales cycle
• Pricing pressure and squeezed margins
It may be costing you millions.
In this eBook, we’ll dig deeper into this challenge, and discuss three ways to fix it.
If you have more questions or want additional information, contact Bob Sherlock directly at BSherlock@ChiefOutsiders.com or 847.840.5746.
