The Critical Business Issue:
People, Time, and Money
Anyone who has taken the Sales Gauge live or eLearning sales training has heard us discuss the importance of capturing the critical business issue (CBI). Wherever you turn, everyone is talking about the use of stories with data to build a business case. While this concept isn't rocket science, you really do need to work through the People, Time and Money equation and be able to apply it to your sales process.
Several of our customers have recently asked us to help them apply this equation to their deals and work with them to calculate the CBI. So, we wanted to share the People, Time, and Money equation so that you can apply it to your own sales environment.