A proof of value built on products technical buyers like, rather than on the economic buyer's business problem, misses. Listen
Gary described a proof of value built around products the technical buyers were most interested in, which did not line up with the biggest business problem the economic buyer was trying to solve. She said this is a discovery failure that carries into the proof of value.
“Demonstrated the wrong products in terms of connecting to the economic buyer business problem.”
Listen to the episode Episode Sales process & deals Link to this Report a problem
From Why Deals Don't Close: Anne Gary's Framework for Discovery, Champions & Economic Buyers.