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Pampered Chef: Learn Strategic Literacy

  1. Admin Greg

    Admin Greg Senior Member Staff Member

    2,431
    198
    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
     
    Mar 3, 2005
    #1
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