BRIDGING THE PERCEPTION GAP
In B2B selling situations of machine tools that we encounter in our daily routine, it is supposedly impactful
requirements like quality, productivity, flexibility that are being offered through measurable entities of size
tolerance, surface finish, cycle time, speeds/feeds etc. This brings in measures and expectations of the
product, performance and the known tangibles. What about the not directly measurable outcomes that are inherent
and always present? What is actually valuable and what gets valued?