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Four Opportunities to Harvest: The Value of Informal Success Stories
What might be the single most important asset for your sales and marketing toolkit?
Stunningly Awful Software POCs and Evaluations – A Strategy of Hope?
If your organization’s POCs and evaluations are not as successful as you wish, consider using this list as an assessment tool. If these items sound ...
Too Complex – A True Demo Disaster Story
Here’s the true story of how a demo directly resulted in the loss of $245,000 from an order. It’s also a stunning example of why ...
Stand Away From The Mouse! Letting Your Champion Drive
Here’s a terrific way to prove “ease of use”: have a customer representative do the demo...
Trade-Show Best Practices
Here are a handful of practices to improve interactions (and lead generation) at trade-shows, conferences and expositions...
The Great Demo! Top Ten List
You – the selling team (sales and presales) – must know what you want to accomplish before you begin and plan your demo meeting with ...