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Unmet expectations prevent you from winning your best sales opportunities and from discovering your most profitable ones.
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Unclear expectations slow down opportunities to discuss the value customers genuinely expect. Those expectations are about more than the functionality of your products—they go deeper than that.
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Misaligned expectations cost companies millions of dollars in failed projects and unachieved technology adoption. Even if your products and services are amazing, unfulfilled expectations create product abandonment.
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Unfair expectations destroy employee productivity and organizational collaboration. Even if you manage customer expectations well, employee and cross-organizational expectations can hinder your growth.
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Undiscussed expectations with partners and distributors create confusion in your market. It creates a risk that your channels are not communicating your value proposition to the right customers.
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Unidentified expectations prevent you from competing effectively and innovatively to stay relevant.
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Unknown expectations deeply impact the operational cost of key resources, activities, and partnerships. Expectations drive cost and revenue goals for your business.
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But learning how to identify, manage, and negotiate expectations will TRANSFORM how you sell, implement, and communicate value to your customers. It will increase the productivity of your internal organizations, teams, and partnerships.