Leveraging Information Technology to Transform Value-Based Selling

Article Excerpt

Investments in value-based selling are a waste of time and money if your sales force isn't ready to communicate a compelling message at those rare moments when customers are ready to listen. Understanding both the power of available tools and how the sales force should wield them is vital to success.

Increasingly, economic pressures are presenting barriers that impede success for Business-to-Business (B2B) sales and marketing leaders. ...

This article was published August 2007 in Align Journal.

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About the Authors

Michael B. Moorman is Managing Principal, B2B Sales & Marketing, at ZS Associates.

Scott Sims is a Principal at ZS Associates.