Nadav Efraty
Overview
As sales professionals we live for the wins. In many situations we must win or face consequences. While we don’t know many salespersons...
top of page
Value Sales Handbook
Nadav Efraty
- Apr 17
- 5 min
Chapter 1 - The Situation and The Pain
Every prospect has a specific situation with a certain combination of a role, duties, tasks, requirements, objectives, challenges,...
10
Nadav Efraty
- Apr 16
- 4 min
Chapter 2 - The Champion
You can never sell any new capabilities to any corporation unless someone inside is personally excited about your offering. But...
10
Nadav Efraty
- Apr 15
- 2 min
Chapter 3 - The Stakeholders
There are typically multiple individuals or groups that are involved in every corporate buying decision. The list may include people from...
00
Nadav Efraty
- Apr 12
- 5 min
Chapter 4 - From the Tactical to the Strategic
There is no opportunity unless the seller uncovers a critical need or a pain and identifies and builds a champion that is committed to...
10
Nadav Efraty
- Apr 11
- 4 min
Chapter 5 - The Buying Process and Decision Criteria
Having the right sales process for each different sales motion is critical. A sales organization that will try to impose an enterprise...
00
Nadav Efraty
- Apr 10
- 2 min
Chapter 6 - Competition / Alternatives
Understanding the competitive landscape is critical for many reasons: The seller must be prepared for the specific competition in the...
00
Nadav Efraty
- Apr 8
- 6 min
Chapter 7 - The Sales Qualification Methodology
Engineers are taught to look for the weaknesses and breakpoints in their work. Sellers tend to be optimistic and focus on good potential...
10
Nadav Efraty
- Apr 5
- 4 min
Chapter 8 - Arming The Champion
Most of the discussions between the stakeholders as well as the actual buying committee decision happen without the presence of the...
50
bottom of page