Problem owners and solution owners tend to assess value differently. Sales needs to understand this, creating, developing, and delivering value relevant to both audiences.
Are You Dealing With The Problem Owner Or The Solution Owner?
Posted by
dabrock under Sales
From http://partnersinexcellenceblog.com 116 days ago
Made Hot by: justretweet on January 25, 2013 3:04 am
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Comments
114 days ago
Finally, I found your article intriguing and thoughtful. Sales is about relationships and solving problems and it is important to focus on the various stakeholders in an organization, how they perceive value/solutions and put together an optimal solution for the team.
Great read, thanks for sharing.