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Sell on value, not features. Discovery questions for value: 1. 'What's the cost of the current problem?' (time, money, opportunity). 2. 'What happens if you don't solve this?' (quantify downside). 3. 'How would solving this impact the business?' (revenue increase, cost reduction, risk mitigation). C...
Build an ROI calculator for B2B sales enablement. Inputs: 1. Current state costs (manual processes, errors, time). 2. Implementation costs (software, training, migration). 3. Expected benefits (time savings, error reduction, revenue increase). 4. Timeframe for realization. Outputs: 1. Total cost of ...
