Pricing Table Topics: 3 of Diamonds – Prospect for Buyers Who Get More Value from Your Solution (opens in new tab)

This one is the 3 of Diamonds from the Selling Value card deck. The question now, as we're doing our prospecting, is to say which prospects will get the most value. We've talked in the last few weeks about finding prospects who realize they have a problem, finding prospects who we know have the problem, finding prospects who prioritize solving the problem. Now what we're saying is, let's find the prospects who get the most value out of solving that problem. When we think about it, if a custom...