10 Key Selling Attributes To Win
As I moved from roles focused on software delivery to leadership focused on new customer engagements/sales/management these are some of the key leanings. I start with thought process of "what is my value proposition"?? Value is calculated as benefits perceived from the program after the price to get to the solution. Also, sometimes intangible positions like having a team with institutional knowledge of the client being known for being a leader in implementing that software product helps. Value = Benefits - Price Example - What are the benefits of doing a mobile strategy going native vs responsive? 10 Key Selling Attributes #1 Understand the purchasing decision - Business / What they sell / Latest analyst reports / Key leaders messages in media or intranet #2 Understand the decision makers #3 We lose blind RFPs - Specially with new clients where I had minimum insight into people, organization and key drivers for the RFP - Specially when procurement is the front-e