Your software has value, otherwise you wouldn’t be in business today. But it’s on the sales team to communicate and demonstrate that value by focusing on the business outcomes first. Then show them how they can get those outcomes with your solution.
[...]Your audience’s attention span is only about 10 minutes long, but there is a way to hook their attention so they remember the important points you are delivering. Here are 5 techniques you can use to hook your prospect’s attention.
[...]When you get to the end of the sales process, the Value that you are holding out to the prospect has to be greater than the Ask. This increases the potential for more deals to move into the latter stages of the sales process.
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