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Selling digital solutions means going beyond the technology.

The most effective sales professionals are prepared to discuss the product or service as a solution that ties into the buyer’s new environment characterised by an increased reliance on the cloud, the need for interoperability, and distributed workforces.

In Richardson Sales Performance’s brief, Selling to the CTO, we share the three key skills sales professionals must develop to address the sophisticated set of needs among decision-makers seeking technology solutions.

In the brief we show how to:

 

  • Unify diverse needs into a single positioning strategy
  • Understand and address the customer’s long-term needs
  • Maintain focus on customer-context when framing value

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