http://revenueorchard.com/2009/06/26/3-musts-of-btob-messaging/ Ideas & Musings on BtoB Revenue Growth Tue, 15 Jun 2010 23:36:24 -0500 http://wordpress.org/?v=2.9.2 hourly 1 http://revenueorchard.com/2009/06/26/3-musts-of-btob-messaging/comment-page-1/#comment-22 Jim Shields Fri, 03 Jul 2009 16:35:14 +0000 http://btobrevenue.wordpress.com/?p=230#comment-22 This is very true - except that we need to qualify value. Many clients tell themselves a story that looks like value. many things don't get measured and as such must be based on conjecture. If I think something is a good idea, I will start the process of justification to buy it - the building of a story that suits my arguement. Many services get sold on this basis. A compelling story. If sales increase then so much the better... Jim This is very true – except that we need to qualify value. Many clients tell themselves a story that looks like value. many things don’t get measured and as such must be based on conjecture. If I think something is a good idea, I will start the process of justification to buy it – the building of a story that suits my arguement. Many services get sold on this basis. A compelling story. If sales increase then so much the better…
Jim

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