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How to Avoid Guesswork in Value-Based Selling

Learn the Two Step Process for Making Your Value-Based Efforts More Accurate and Effective

When you get beyond all the fancy waterfall charts and clever calculators, what do you find with a lot of value-based initiatives? Very often, you’ll discover that it’s all just a house of cards---built on internal assumptions, hubris, and conjecture. In this tutorial, you'll learn:

  • How so many value-based initiatives that look good on paper end up failing in the field.
  • Why years of experience in a market are not enough to really understand your customers.
  • The two-step process you can use to make your value case more accurate and realistic.
  • How one company used just one part of this process to avoid making some huge mistakes.

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