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Selling ROI to the CXO (NetApp)
Author: Hamut Pascha, NetApp; Peter Trix, Sales-Genetics
Presentation Handout | May 15, 2011
In difficult times, hardly any company makes investment decisions without a convincing business case that identifies the measurable impact of its products, solutions and services. Many times, though, the customer is left to guess the value. NetApp will share the practical side of building a successful business case practice to support sales in its strategic accounts. Learn how to: * Setting up an ROI business value sales practice, the key success factors and mistakes to avoid * Engaging your customer in developing a business case and using the cost of delay to create urgency * Successfully transforming the DNA of your sales practice from a product/technology focus to a business value focus
Available to SAMA members only
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