In survey after survey, the average sales person’s inability to effectively communicate the value of their offering has been rated as the most frustrating challenge facing today’s CEOs and Heads of Sales.
They are right to be concerned. The statistics are truly horrible.
When Forrester talked to B2B buyers, they reported that only 1 in 10 sales people were effective at communicating value rather than simply pitching their solution. But simply getting smarter about articulating the value of your solution will not make this problem go away. Here’s why…Read More