White Paper: Selling Value, Not Price

Selling Value Not Price_Page_01

Summary

Every day, sales leaders announce go-to-market strategies designed to improve bottom-line performance. These initiatives, often launched with great fanfare, include:

• Price increases

• Margin optimization programs aimed at reducing discounting and costly giveaways throughout the sales and service cycle

• Launches of new, premium-priced solutions

• Introduction of new multi-step sales process models

• New and better contracting processes

• Initiatives to speed up sales "cycle time" from first contact to close of business.

Unfortunately, management often discovers that launching a new strategy is not the same as implementing it successfully.  Discover six keys to effectively execute your corporate sales strategy.

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