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.