Are your representatives able to bring value to the sales process?

07/1/2013 |

If your team is unable to create value during the sales process, it could be because your representatives lack business knowledge or think they have to compete on price, writes S. Anthony Iannarino. As a sales leader, you must help your representatives gain the necessary skills, and you should discourage discounting, which undermines the value of your product, he writes.

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