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Quantifying the Difference
If at all possible, quantify the value of your offering. This is what catches the interest of today's business decision maker.
How much was turnover reduced? How much faster did the product come to market? What specific cost savings were achieved? How long did it take to get these results? What percent increase or decrease was attained? Does this sound like a lot of work? It is ... but it's worth the effort.
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