The MTS site was updated over the weekend - a few days late because of the "World Tour". This month I spend some time looking at why the best SE's often give the worst demos and blame The Curse Of Knowledge (see previos post). The second article is about Personal Agendas - and why as an SE to need to determine what the personal agenda (i.e. "the win") is for every person that deal with in a customer account. It's an important, but overlooked part of the sales process - and is one area where you can add unexpected value to the sales team.
The month is rounded out with Ask John's response to Help I'm Being Acquired! and the Book Review of 10 Steps To Successful Virtual Presentations. Enjoy The Read!
Next month's review will be focused on Dan Roam's (author of Back Of The Napkin) latest book - Blah, Blah, Blah - why words don't work. I've read the first section of three and so far, so good.
Good Selling.
The month is rounded out with Ask John's response to Help I'm Being Acquired! and the Book Review of 10 Steps To Successful Virtual Presentations. Enjoy The Read!
Next month's review will be focused on Dan Roam's (author of Back Of The Napkin) latest book - Blah, Blah, Blah - why words don't work. I've read the first section of three and so far, so good.
Good Selling.
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