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Sales and revenue leaders are often telling TSIA that they need to move away from leading with features and functionality when they sell XaaS offers. To do that, they often try to move to “Outcome Selling”. Unfortunately, their approach is often really based on an alternate (and less effective) approach based on value or solution selling.
In this 45-minute webinar, Steve Frost, TSIA’s Managing Director of Revenue Research will go into a detailed explanation around these common sales approaches and why Outcome Selling is the far superior way, though it will require the help of others.
VP & Managing Director, Revenue Research and Advisory, TSIA
Publish Date: May 4, 2022
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