As buyers undergo major cost-cutting evaluations, businesses need to demonstrate the economic impact of their solutions for every rep and every deal.
This IDC Perspective shares why organizations need to be scaling their business value selling across the entire customer lifecycle. Key takeaways include:
- Greater financial scrutiny for technology purchases requires great value selling competency
- Current practices with spreadsheets and bespoke tools do not scale
- Business value models must become the basis for assessing the success of a relationship for both buyers and sellers