Selling Is Not About Your Product or Service

Julia Thomas

B2B buyers have changed dramatically over the past few years, so why haven’t B2B salespeople?

Julie Thomas, President and CEO of ValueSelling Associates, says product-led sales no longer works in an era of self-educated buying teams. It’s all about bringing value to prospects and making sure they understand your value. But they can’t understand your value unless you – or your reps – do.

How you sell is just as important what you sell.


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