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Solving The Solutions Problem

Author: Juliet Johansson

Most vendors want to sell solutions. Many buyers remain suspicious of the benefits and motivations. This creates challenges in marketing, packaging and negotiating such deals. In this session, leading buyers will outline their perspective and concerns. Plus we will discuss key issues on limits to negotiability, reconciling component terms with the packaged alternative, handling demands for selective unpackaging and lessons learned by some of the leaders in solution selling.

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