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What outcomes have they achieved because of your business relationship? What effect has your offering had on critical business metrics? What were the ramifications on their business unit, division or department?
Listen to the words they use. You’ll quickly discover that they don’t speak “sales talk” at all. You’ll never hear them rave about your unique methodology, passion for excellence or one-stop shopping. Instead, they’ll talk about shortening time to market, increasing productivity, reducing error rates and driving sales in new markets.
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