“Customers articulate, business value in many ways, but at the end of the day, every description resolves down to just three dimensions: increasing my revenue, lowering my costs, and reducing my risk.”
Did you know that the current B2B model originated in the 1880s? In fact, it’s attributed that John Patterson is the “father of professional selling”, who in 1984 bought a controlling interest of the National Manufacturing Company of Dayton, Ohio. Later he renamed the company to National Cashier Register or in short (NCR). If you already have experience in B2B sales, then most of the things you know about how to sell comes from the framework he introduced and made NCR a huge success.