162. Bentley Systems SVP on Why Salespeople Should Think Like Investors w/ Nathan Marsh
Value-based selling starts with thinking like an investor, not just selling a product. What changes when enterprise sales teams stop leading with features and start focusing on business outcomes, value, and long-term impact? Nathan Marsh, EMEA Regional Executive and Senior Vice President at Bentley Systems (https://www.bentley.com), joins Harry Kendlbacher to explore how sellers can move from transactional conversations toward value-based partnerships. ⏱️ Timestamps: 00:00 – Why enterprise sales is moving beyond features and functionality 02:04 – Value-based selling: Why the conversation…
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