Pain-Based Selling Gets Update

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Peppercom, a strategic communications firm, has introduced an updated version of its Pain-Based Selling training program. Now known as PBS 2.0, the program is intended to ensure sales and marketing messages are aligned with one another and social media strategies and tools are incorporated with best practices in mind. The process involves a preliminary research audit that works to uncover the gaps between what salespeople think are their customers’ and prospects’ biggest issues and what those issues actually are, followed by a day-long workshop for the sales force and then ongoing status meetings to determine what’s working and what’s not.