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Conference Presentation

What Are The Characteristics and Capabilities of an Outcome-Based Selling Organization?

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Outcome-based selling is the sales strategy that positions business value creation as the central reason to buy. Successful salespeople of the past will find that they must develop new skills and competencies to be successful today. What does the outcome-based selling salesperson look like? In order to answer the question, it is instructive to understanding the new selling requirements which are, in turn, mandated by the customer buying process and decision-making criteria. In what ways is outcome-based selling different? What does that mean to decisions about the sales team? How do you know if incumbent salespeople can make the transition? This session will explore answers to these questions.
 
Utilizing the popular workout session format, participants contribute to the problem solving. Participants should share their company’s practices, what has worked and what hasn’t. The session output will be documented and provided to all participants.
 
Tracks: Interactive Breakout, Subscription Sales

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Publish Date: December 10, 2020

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Peg Rodarmel, SVP, Subscription Services, Infor

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