Pretium Insights for Value Assessment and Sales Talent Management
As companies examine new ways to prove greater value to the customer, time to value has become more important than ever. In fact, it’s becoming a competitive differentiator. At Technology Services World (TSW) in Las Vegas last month, we spoke on that subject. The discussion was framed up around the services view of the Professional […]
Buyers have so much information available to them today that they are well down the path to a buying decision before they even contact the sales person. Various sources place it anywhere from 50% – 90% into the buying cycle. (Forrester has a blog post on this topic.) Where does that leave you? Is the […]
For selling more professional services, the product sales team just doesn’t move the needle enough, so many companies are experimenting with consultants that both deliver and sell.