Showing posts from July, 2013

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Presentation at Sales Club UK: Proving Your Value to Frugal Buyers

Had the pleasure of spending my 4th of July holiday in the UK with members of the exclusive Sales Club in the UK, presenting to the group on the importance of value selling and financial justification for sales professionals.

The presentation was held at a great venue, Brigade, where Alinean delivered the keynote for the group, followed by a lively dinner discussion about how much prospects have changed due to the continued economic downturn, resulting in a"value selling" gap between prospect expectations and seller capabilities.

Was fantastic to see some of the messaging, tools and capability changes different sales executives have put in place recently to address the "value selling gap", and was an honor to help the group understand the new strategies and tools that are available to help close the gap.

Click here to see a SlideShare post of the presentation.