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Day: September 30, 2008

Posted on September 30, 2008November 5, 2008

Pilots, POCs and Demos… Oh My!


Over the years I’ve heard a lot of sales professionals use these three terms incorrectly, so lets fix that now.

Demo
This is our software, with our data, and our use case(s).

Demos are used only after the opportunity is properly qualified. Showing a demo before the prospect is qualified leads to confusion. No demo will sell software. Seriously.
Continue reading “Pilots, POCs and Demos… Oh My!”

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Recent Posts

  • SEU 011 Job Hunting as a Sales Engineer
  • Grab all Google Calendar events to Excel!
  • Making Rebuilding Your Solution Easier in Visual Studio
  • Search any/all SQL Server tables for a string…
  • #1 What Is A Sales Engineer?

The Vault

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