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Learn Strategic Literacy

Admin Greg

Senior Member
Staff member
Apr 13, 2004
2,531
209
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
 
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