Scott Hartman of ExxonMobil provides some guidance on how to articulate your value proposition. One tip: link your value proposition to the needs of the companies you are speaking with.
Brian Makowski of Sherwin-Williams shares insights on how to differentiate your company to a large organization. This includes the use of data and the ability to communicate what your technology is, without disclosing proprietary details.
Scott Hartman shares how ExxonMobil's culture of being data oriented translates into evaluating collaboration opportunities. The data is based on what you have; it should support your value proposition, even if the data is from a different market or application.
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