We’ve been busy delivering sales playbooks and haven’t posted in over a year. We’ve learned a lot from the 12 projects we’ve delivered since the last article and would like to share some of these insights here. This post is about the best way to frame and deliver an important sales tool, the customer story.
Customer Stories Are Key to Establishing Credibility
For the sales rep, credibility is king. The more credibility a sales rep has with a prospect, the more likley a win. But how do you establish credibility? Knowing your product and features is a good start, but it won't be enough in most sales cycles.Read More