In this crisp, accessible read, Steve Thompson brings value back to the light of day by highlighting the four key challenges that make it difficult for customers to award must-win deals to you.
- They don’t understand your value proposition.
- They can’t connect their value goal with your proposal.
- Your price is too high, and you don’t have a negotiation plan to keep value in the deal.
- They don’t know the past value you’ve delivered.
Some-or all-of the above are why Must-Win Deals is a must read for you and everyone on your sales team.