Category Archives: Business Case



Build a Better Buyer Business Case

Build a Better Buyer Business Case

Mike Schultz and John Doerr of the RAIN Groupwrote an excellent white paper recently on What Sales Winners Do Differently. In this paper they did some interesting research around what winners of more than 700 B-to-B sales opportunities did differently. The three things they outlined that were significantly different were that winners: “Connect the dots between customer needs and their company’s products and services and…

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