w/ Julie Thomas… Our customers have too many problems to solve them all at once. Companies must prioritize, and some simply aren’t worth solving. How can you connect the problem you’ve identified for your prospect to real business issues that make it worthwhile to solve and to change?   Mark and Julie discuss how to engage customers beyond just a value proposition by showcasing the full spectrum of benefits that align with their business goals.   Explore how sales professionals can shift from presenting a basic value prop to truly engaging customers with the measurable benefits of their investment.   Mark and Julie also tackle the overlooked aspect of customer inaction and introduce strategies for salespeople to effectively communicate the cost of inaction (COI).  ◩ About the Guest ◩ Julie Thomas is the President and CEO of ValueSelling Associates, a sales training and coaching company focused on enabling sales professionals to compete on value, not price. Julie is a noted speaker, speaker and consultant.    ▣ Find Julie’s new book, The Power of Value Selling, available here.