EP 126 - Selling value trumps selling features - Stephen Timme, CEO, FinListics - a podcast by Erik Walenza: CEO, IoT ONE | Chair, IIC Smart Factory Task Group | Director, Startup Grind

In this episode, we discuss the need for technology sales teams to adopt an executive mindset and learn to communicate value rather than features. We also explore the challenges of selling a value proposition around strategic objectives rather than improvement of hard KPIs that can be qualified in a business case. 

Our guest today is Stephen Timme, CEO of FinListics. FinListics provides analysis of customers to help enterprise sales organisations harness and leverage the power of insight-led selling to engage prospects with value-driven narratives. Visit finlistics.com to learn more about Insight-Led Selling. Lots of value information in "resources". Follow FinListics and Stephen Timme on LinkedIn for future events on Insight-Led Selling.

IoT ONE is an IoT focused research and advisory firm. We provide research to enable you to grow in the digital age. Our services include market research, competitor information, customer research, market entry, partner scouting, and innovation programs. For more information, please visit iotone.com

Further episodes of Industrial IoT Spotlight

Further podcasts by Erik Walenza: CEO, IoT ONE | Chair, IIC Smart Factory Task Group | Director, Startup Grind

Website of Erik Walenza: CEO, IoT ONE | Chair, IIC Smart Factory Task Group | Director, Startup Grind