About this Presentation
All of the decisive competitive edge (DCE) solutions are based on breakthroughs. Sometimes we find that customers don’t really enjoy the benefits immediately, results lag and we don’t understand why. In this presentation we show one case where everyone takes for granted that customers are enjoying the benefits of the offer, but they rarely are. It is the case of Reliability in repetitive products supply, which has broad application in business to business (B2B), and we compare it to the Inventory Turns offer. Looking at the Innovation Curve of Rogers (1962), we can find some keys of how to better exploit the attractiveness of Reliability and what changes to the sales presentation are needed based on the Necessary and Sufficient Questions (N&SQ) for a new technology.
What Will You Learn
To help you get the most value from this session, we’ve highlighted a few key points. These takeaways capture the main ideas and practical insights from the presentation, making it easier for you to review, reflect, and apply what you’ve learned.
Instructor(s)
