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What if you sold the solution, not the product?Panasonic’s Toughbook line of laptops has many challenging selling propositions. Most testing among these is that they are sold through OEMs and priced much higher than competitors. Panasonic needed an effective avenue to educate sales teams on product attributes, value propositions and brand voice and tone. They lacked the ability to coach individual sales professionals through the complex process for their specific industry markets. Read more... |
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