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Even in the best economic times, companies tend to make purchasing decisions based on the lowest cost. And why not? With all things being equal, who wants to spend more? But things are seldom truly equal; numerous variables and differentiators can — and should — enter into a value-based sales strategy, including features, benefits, quality and service after the sale, among others.
Related:
Forbes – The High-Performance Traits that Power A High-Performance Sales Team
Forbes – Seven Essential ‘Do This, Not That’ Tips to Network Smarter, Not Harder
Sales Hacker – Hiring Sales Reps: 3 Tips for Better, Faster & More Profitable Sales Hires
SmartBrief – 4 Tips for Succeeding as a New Sales Manager
