The sales process is not often simple. Obtaining sign off on a deal of almost any size requires many meetings and presentations to different people within a business. Sales people spend these meetings proving the value of their solution and specifically how it will help solve a customer’s problems.
It is well known that as a sales person you need to have an influencer from the customer’s business on your side, championing you through this process. But how do you influence the influencer? What is it that gets them on side and working for you within their organisation?
This article explores three types of perceived value provided by suppliers to a customer (company value, professional value and identify value) and identifies which is believed to be the most important of the three. Click on the link below to read the complete article and see the findings of the study. The results may surprise you.
HBR: Why Self Image Matters In B2B Sales
