Customers buy outcomes.

They aren’t in the market for products or services; they aren’t buying just to buy. They’re on a mission to solve a problem, fill a gap, or capitalize on an opportunity. Closing a coveted deal is as easy or difficult as knowing what those problems are. In this chapter, learn about the importance of understanding your customer and how it can make or break a deal.

Take a glimpse into how to create an insight-driven sales culture to boost trust and revenue.

This is just an excerpt chapter from our book “Not Just Another Vendor.” Get the full collection of account planning stories where top sales leaders share real experiences and best practices to revenue growth success.
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