How to Lead with an Assessment with Bruce Scheer and Paul Roberts

[@morganlim4552]

B2B customers buy because of strategic business value (grow the business, manage cost, mitigate risks, or elevate their customers' experience), and leading with assessment is key to building trust and uncovering genuine needs. It allows you to meet customers where they are, speaking their language and aligning with their goals. This approach paves the way for collaborative and impactful engagements that deliver real value, not to mention managing your selling time more effectively. Thanks for shedding light on why assessment matters!