HomeResearch Articles Selling by Demand Type: New Paradigm

Selling by Demand Type: New Paradigm

  • Sales enablement strategies should be adjusted to reflect an offering’s market situation based on the SiriusDecisions Demand Spectrum
  • New paradigm selling requires sales reps to highlight the value of the new solution vs. established market offerings
  • Reps must be trained and confident in their ability to disrupt the status quo and reassure risk-averse buyers
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