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Pampered Chef: Learn Strategic Literacy

  1. Admin Greg

    Admin Greg Senior Member Staff Member

    2,476
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    Among the first things you learn in selling is to talk benefits rather than capabilities or features. But not all benefits are equal. Strategic benefits often trump technical-level issues especially when you're selling the 'power sponsors' of a particular IT project. I call this phenomenon the 'food chain of value' because bigger issues tend to eat up smaller ones.

    http://www.eyesonsales.com/articles.php?a=293
     
    Apr 13, 2005
    #1
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