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Infoteam Sales Scribbles

Welcome to Infoteam’s Sales Scribbles. If you sell products or services in a business-to-business environment, then this series is designed specifically for you. Each short, animated film visualises a success factor in B2B selling. Together, they help you win new and develop existing accounts by turning your sales approach into a competitive differentiator. Enjoy watching the films and learn a lot about Infoteam’s sales methodology.

infoteam-consulting.com/sales-scribbles

Understanding Customer Needs

Before you can develop a value proposition, you first need to understand key stakeholder needs. What is each person trying to achieve with the project from a corporate perspective? Which criteria do they use to select the best vendor and solution? What personal goals need to be considered?