Magazine Article | August 31, 2018

Put Your Value Proposition On A Shelf

Source: Channel Executive Magazine

By Matt Pillar, chief editor

IT value propositions should never be canned.Why do IT service providers try to sell them that way?

Too many sales organizations in the IT services space are hanging their sales hopes on a value proposition that, in most cases, is delivered way too early in the buyer’s journey and therefore means precisely nothing to their prospects.