Most organizations have “circled the wagons” when it comes to buying complex products and services. They’re smarter than ever before, so they’re knowledgeable about their requirements, their options, and the price they think they should pay.
Getting beyond procurement requires getting out of the commodity price-driven conversions and using Decision Science to get to the heart of how and why your prospects make their buying decisions. Your salespeople need to stay focused on business value, instead of having to defend their price in procurement departments.
With Capture Value® skills training from Corporate Visions, your sellers will learn how to protect margins and close complex deals confidently.