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Tips, thoughts, tools, techniques and practices to increase success rates with software demonstrations.
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Doing Discovery – The Importance of “Why” Questions

    Prospect asks, “Can your software do xxx?”     Vendor replies, “Yes, absolutely.” I can’t tell you how many things that brief conversation has occurred – without any follow-up questions from the vendor…!  What’s missing?  Asking, “Why?” Far too often vendors...

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