Selling Based on Outcomes and Value is the Only Way Forward

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.