Everyone is cost-centric right now — but especially CFOs.
When your product or service is priced at premium, how do you use storytelling to sell at a time when the phones are uncharacteristically quiet?
In this episode, I interview Paul Shortley, SVP of Global Sales, Marketing Effectiveness at Nielsen, about the tactics of sales messaging.
What we talked about:
-A strong messaging platform starts with your customer
-Exactly where to place your “NASCAR slide”
-Sell benefits, not features
-Why premium is still better than good enough
For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.