Part of The Lean Minute Collection on YouTube
In the Business901 podcast, Linda Richardson discussed her new book, Changing the Sales Conversation: Connect, Collaborate, and Close. She touched upon one area that intrigued me a great deal, the Value Model. In the value mode, she discusses the importance of understanding and planning to address the different people or departments that are part of the decision process. Instead of making up a fictitious company with names, I just used Bain’s RAPID (TM) framework for the representative sample.
Download the Value Model Mapping PDF
Related Blog Post: Gaining New Insights into the Sales Process