target audience: TECH BUYER  Publication date: Apr 2020 - Document type: IDC Perspective - Doc  Document number: # US46215220

Value Selling: The Only Way to Close

By:  Gerry Murray Loading


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This IDC Perspective discusses the need to scale value-based selling competencies and technology to every rep and every deal. The COVID-19-induced slowdown in purchasing is rippling through every layer of the global economy. Many businesses are only making the most essential expenditure, which means the highest levels of financial scrutiny are being applied to every purchase decision.

"As the historic global economic slowdown continues to expand, all expenses at every company will come under extreme financial scrutiny," said Gerry Murray, research director for Marketing and Sales Technology at IDC. "Sales leaders must realign account teams and resources around sectors that are still viable purchasers. Critically, they must prepare their sales teams to substantiate every opportunity with the strongest possible financial case based on specific value delivered to each account."


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