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Hi Janice, Great tips. I encounter this a fair amount. I usually ask the sales rep whether it's useful for their efforts now, without metrics, knowing that we can update later with metrics. Can you describe what a technical application note is?
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Great tips Janice! I especially like the one about using the shorter story as a sidebar in other materials. Thanks!
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Hi Jill, You probably already have this in your outline, but customer case studies and success stories of course! Reduce the perception of risk and increase buyer confidence by showing them examples of companies that have successfully gone before them - and the specific results of that. A customer example can be used in multiple formats - written, verbal, PowerPoint, video, etc. to continuously reinforce your track record. And the more similar your example customer is to the prospect, the more it will resonate. Casey
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