CONTENTS
The Value of Metrics in Selling to the C-Suite
CHAPTER 2 Building Your Value Inventory
Creating a Value Inventory Matrix
CHAPTER 3 Identifying Your Prospect’s Threshold for Pain
Using Your Value Inventory to Create Discovery Questions
Creating Your Pain-Discovery Questions
Determining the Prospect’s Threshold for Pain
Estimating Your Value to the Prospect
CHAPTER 4 Determining Your Value to the C-Suite
How Strategic Buying Decisions Are Made
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