In an outcome-based sales model, is the verticalization of sales teams inevitable?
The short answer is yes, absolutely. According to Martin Dove, vice president of subscription sales research at Technology Industry Services Association (TSIA), here’s why:
- If you want to have an outcome-based conversation with a business buyer, you need to speak their language.
- You need to speak their language and understand the terminology that they use in order to have a good dialogue to understand where your buyers are under pressure.
- Without a common language and deeper understanding, sellers will revert back to the old way of selling, which is just talking about the product or service you are trying to sell.