From Product to Solution Provider, from Transactional Vendor to Trusted Advisor
From Product to Solution Provider, from Transactional Vendor to Trusted Advisor
2 PagesLeadership Development by Design Case Study Telstra Business: From Product to Solution Provider, from Transactional Vendor to Trusted Advisor “I honestly believe that the adoption and reinforcement of VBS (Value-Based Selling) has not only raised the bar of expected performance but allowed our account executives to continue to sell in this very difficult economic climate.” —Sales Manager “To my customer, Telstra Business is no longer just anot
