Target business outcomes.

Time for Change: Selling the Outcome

By Alan C. Brawn CTS, DSCE, DSDE, DSSP, ISF-C In the beginning of technology sales, we sold features. In those days this was the “wow” factor revealing things that has heretofore been non-existent or impractical. As new technologies seemingly came out of the woodwork, buyers became more knowledgeable and sophisticated and as a result the […]