So many sellers still go in and ‘pitch’ we really need to get them to ditch that pitch and tell a story around the value, while also quantifying the value…

I was honored to appear on the Future Proof Selling Podcast with Steven Norman to discuss what selling larger more complex solutions, often over Zoom, looks like today. How can salespeople better communicate and quantify value?

Among many other golden insights we discussed: Why it’s critical to build and quantify value, The power of Discovery assessments in building the business case for change, Walking into customer interactions with a hypothesis of their potential problems, and Aspects of “The Challenger” sales and how to approach it.

Tune in to the full episode here

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