Episode 017 Bob Apollo: The Value Gap Critical in Creating the Consensus to Change
Bob talks about the value gap and what would happen if an organisation continued the current path and what it could achieve if it decided to pursue the opportunities set out. Discussing the cost and consequences of not changing, is presenting the value gap. Many salespeople put inordinate stress on the benefits of buying a solution, said Bob. However, the message is more powerful when contrasting the current situation and the significant challenges, with where they want to get to.