- Identifying and aligning with needs
- Responding to requests for content / information and the overall quality of the buying experience
- Proving unique and superior business value.
The Bottom Line
Aberdeen - http://www.aberdeenessentials.com/cmo-essentials/is-price-the-real-reason-that-deals-dont-close/
SiriusDecisions Interview: The Value of Value Marketing and Selling - http://alinean.com/the-value-of-value-selling-marketing-november-10-2016/
CSO Insights - Decoding the Decision Dynamic - Sales Enablement Optimization Study 2015 Key Trends Analysis