In today’s market, your buyer is likely evaluating more vendors than ever — and doing it faster. To win, you must go beyond features and pricing, showing you understand their business context better than anyone else.
Why this matters: Buyers choose the seller who “gets them” over the seller with just a better spec sheet.
Action steps:
- Before your next call, research one recent business initiative or change in the prospect’s industry.
- Craft one question that connects your solution to that initiative.
- Share one insight they didn’t already know about how others in their space are solving similar problems.