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Expertise

$4.17/min

Migrate From Transactional to Contractual Selling

New Arrival

Created 12 years ago in Technology / Mobile

If you are doing high volume, low cost, transactional selling then this is not for you.

For larger or more complex offerings, bundling products and services into a contractual offering drives up revenue and margin while delivering greater value to customers. This leads to a better customer experience which drives customer loyalty.

To get there requires you to revisit your value propositions and messaging. And, perhaps, a few steps in the customer engagement model. But offering your products as a service can be a real differentiator.

Jim Heffernan

Greater St. Louis Area
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My career has always focused on getting new companies and product lines off the ground. I joined a hot tech start up at age 25 and bought a small (25 people) business at age 30 and then launched a new business inside a Fortune 500 company at age 45. Regardless of the situation, I was so passionate about what I offered that it was hard to understand why others weren't just as excited and jumping on board. I learned to shift my focus to the customer's business and then align my offering to help them achieve success. What am I passionate about today? I help entrepreneurs and companies who MUST effectively engage decision makers. Getting the appointment, structuring the conversation, and getting asked back. Plain and simple...getting comfortable engaging others.

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