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In my role as sales strategist I am often asked to evaluate the reasons why conversion rates are so low. What I see over and over is a failure to translate the features and benefits of a product/service into one or more of the 5 key business drivers for all senior decision corporate makers. The 5 questions your proposals must answer when selling B2B are: 1. How will this XYZ feature/benefit/advantage make me money…(specifically how much?) 2. How will this XYZ feature/benefit/advantage save me money…(specifically how much?) 3. How will this XYZ feature/benefit/advantage help me to optimize what I am … Read more





