Smart Selling Tools: Value Selling & ROI Tools a Key Characteristic for Innovative Organizations?
As well, according to Nancy Nardin from Smart Selling Tools, "Something else we uncovered in the research is this: Of all the tasks that make up the consideration and acquisition cycle, the one rated difficult by a majority of the respondents was "justifying the budget." In comparison, determining the need, and identifying potential solution providers were ranked as relatively easy. " Added Nancy, "This clearly demonstrates that sellers need to be armed to quickly move the conversation from product and functionality to risk/reward."
An on-demand webcast discussing the results can be found at: https://www.youtube.com/watch?v=gJGhBNwYScg