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All the signs are that customer engagement in the technology industry are becoming more and more focused on outcomes and value realization. Industry data is suggesting, with a high degree of probability, that in the next 3-5 years it will become standard policy for companies to expect their salespeople to capture customer outcome priorities as part of account planning and opportunity management. In this webinar, TSIA research experts will look at how this emerging practice is different from traditional “solution selling” and what tech firms can be doing today to prepare themselves for this shift.
VP, Subscription Sales Research, TSIA
President and Co-Founder, Ecosystems
VP and Managing Director, Revenue Research and Advisory, TSIA
Publish Date: March 24, 2021
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