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The Value Proposition Gap: Why Sales Teams Lose Winnable Deals in Industrial and Operational Tech

  • Mitch Solomon

Industrial and operational technology companies often have highly technical sales teams. But product expertise alone does not guarantee that Sales can understand the customer problem, prove business value, or defend price.

New VDC Strategy research among 141 senior executives reveals a significant gap between what sales teams know about the product and how effectively they communicate its value.

In this webinar, Mitch Solomon, President of VDC Strategy, examines what creates this Value Proposition Gap and what leadership teams can do to close it.

Watch the webinar to learn:

  • Why product expertise alone is not enough to win
  • Where sales teams struggle to connect capabilities to customer problems and measurable outcomes
  • How a Value Foundation differs from a traditional value proposition statement
  • How companies can better equip Sales to defend value, protect margins, and win more of the right deals

Watch the webinar on demand.

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About Mitch

Mitch Solomon

President

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Mitch has spent years supporting senior leaders of operational and industrial technology companies as well as private equity investors that participate in the space.  He is an active member of the Technology and Innovation Council at Graham Partners, a leading industrial technology focused private equity firm, and serves on the advisory boards of OptConnect (a top IoT connectivity provider) and DecisionPoint (a rapidly growing operational technology systems integrator).  Mitch has worked closely with a wide range of industrial technology clients on a diverse array of growth opportunities and challenges including applications of AI, c-suite recruiting, strategic planning, new market identification and entry, product strategy, competitive positioning, revenue retention, value proposition identification and messaging, sales strategy and execution, and board presentations. Mitch holds a BA from Northwestern University and an MBA from The Tuck School of Business at Dartmouth College.