The Value Gap: SiriusDecisions Summit Reveals Top Sales Challenge for 2014
- A new breed of buyer, ever more empowered, skeptical and frugal, demanding a clear understanding of the business value a solution will bring before making a purchase,
- The majority sales approach that remains “in-to-out” focused on pitching products, features and price versus “out-to-in” focused on buyer challenges and the benefits / ROI of proposed solutions.
- Assessing and diagnosing business issues
- Quantifying the "cost of do nothing"
- Recommending and aligning solutions with business issues
- Proving the tangible value the solutions can deliver
- Measuring and assuring realized benefits post sale.
Are you focusing your attention and investments enough on this critical issue, or will it be a top challenge for you in 2015 and beyond?