Competitive Demo Situations – Biasing Towards Your Strengths

Competitive Demo Situations – Biasing Towards Your Strengths

Competitive Demo Situations – Biasing Towards Your Strengths The end of the quarter is only a few weeks away – and you are in competition for business you really need to make your numbers. The customer has organized a final round of demos from the vendors who have...
Why Don’t They “Get It” – Are They Stupid Or What?

Why Don’t They “Get It” – Are They Stupid Or What?

Why Don’t They "Get It" – Are They Stupid Or What? Why Don’t They “Get It” – Are They Stupid Or What? Have you ever delivered a demo to a prospect that doesn’t seem to understand what you are offering them? Have you ever had a prospect say, at the end of a demo, “Um,...
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