128. Stop Competing on Price: Differentiation Starts in Discovery w/ Rich Van Sprang
How to stop competing on price is the defining challenge in modern B2B sales and in this episode we break down how top performers shift from price pressure to value based selling and real differentiation strategy. In this episode of the B2B Sales Trends Podcast, Harry sits down with Rich Van Sprang, General Manager and Vice President of Sales, Americas at Hitachi Vantara, to explore how enterprise sales teams can move beyond commoditized conversations and create value driven outcomes. From changing buying behavior to discovery questions, qualification discipline, and the cost of inaction…
The skinny
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