Outcome Selling: Setting up Your Sales Team for Success
TSIA Sales
DECEMBER 14, 2021
Nearly every company that we talk to acknowledges that their sales people need to move away from leading with features and functionality. They want their people to make pitches to customers based on their ability to drive business outcomes. This is called outcome selling, and TSIA research shows that it’s vital to success in selling technology-as-a service (XaaS).
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