by Paul DiModica Often, sales teams and the executive management staff struggle with their approach to what they call complex selling. The term “complex” is defined by Merriam-Webster Dictionary as: ”composed of two or more parts and is hard to separate, analyze, or solve.” So what is a complex selling environment? A complex sale happens when [...]
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Tags: Management, Revenue, Revenue Growth, Sales, Sales lead, Sales process, sales value proposition, Strategic management, unique selling proposition, unique value, value forward selling, value selling 
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Do You Have Value to Sell in a Recovering Economy? Take the “Value Forward” Test By Paul DiModica “Value” is defined by the Merriam-Webster Dictionary as “relative worth, utility, or importance”. Value during a recession often becomes clouded and harder to identify. Yet many sales and marketing teams during this economic position still utilize standard [...]
