HomeResearch Articles Selling by Demand Type: New Concept

Selling by Demand Type: New Concept

  • Sales enablement strategies should be adjusted to reflect the market situation for the offering based on the SiriusDecisions Demand Spectrum
  • New concept selling requires reps to be highly evangelistic and have the ability to create need and urgency
  • Reps must convince buyers not only that the offering is technically viable, but also that the benefits of switching outweigh any real or perceived risks
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