How Are You Selling the Business Value of a Solution?
When people ask me what I do, I sometimes tell them that I “sell time” for a living. This usually sparks an interesting conversation regarding some of the services I offer.
In reality, I do strive to save my clients time by looking at the big picture first to see if there are better, faster ways to run their business or solve a security problem.
How do you change the dialogue with your customers and prospects to sell business value and not products?
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