Selling to Private Companies with Limited Financial Data
Many sales organizations use some form of value-based selling to show the benefits of their solutions. This requires knowing information like the customer’s goals, strategies, and initiatives; and how they are performing financially. Gathering this information for publicly traded companies is pretty straightforward. It’s a completely different story for privately held companies which provide limited if any of this sort of information.
This video shows you how to use industry information with privately held companies early in the sales cycle to show the benefits of your solution. We explore how to:
Identify their goals, strategies, and initiatives.
Gain insights into financial performance.
Discuss the benefits of your solutions.
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