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“The experience of working through the four-level process does more than develop an understanding of our impacts. It changes the conversation. Understanding benefits enables everyone to make a seamless transition from feature selling to sales and marketing based on value creation and sustainability. And it at this altitude, high above the typical transaction sales process, that great things can occur for an organization.” — Paul Pierroz
The experience of working through the four-level process does more than develop an understanding of our impacts. It changes the conversation. Understanding benefits enables everyone to make a seamless transition from
feature selling to sales and marketing based on value creation and sustainability. And it at this altitude, high above the typical transaction sales process, that great things can occur for an organization.