Addressing Common Objections to the Interactive Business Case

This course provides you with guidance on how to address common objections that may be experienced when structuring and quantifying value using the Interactive Business Case with your customer.

Introduction
Course Introduction
Addressing Common Objections
Addressing Common Objections to the IBC: Part 1 - Where Do The Numbers Come From?
Addressing Common Objections to the IBC: Part 2 - Why don't we just use a spreadsheet?
Addressing Common Objections to the IBC - Part 3: What if we can't get customer data?
Addressing Common Objections to the IBC - Part 4: Can you send a data request form?
Addressing Common Objections to the IBC - Part 5: Will this slow down the sales cycle?

Introduction
Course Introduction
Addressing Common Objections
Addressing Common Objections to the IBC: Part 1 - Where Do The Numbers Come From?
Addressing Common Objections to the IBC: Part 2 - Why don't we just use a spreadsheet?
Addressing Common Objections to the IBC - Part 3: What if we can't get customer data?
Addressing Common Objections to the IBC - Part 4: Can you send a data request form?
Addressing Common Objections to the IBC - Part 5: Will this slow down the sales cycle?