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This article really spoke to me - I was out in the field last week and saw this in action. We had always asked a lot of questions, looked for the solution, explored the pain, and all that. We had much more success now by being provocative: - Getting to the point fast - Making clear statements about what we do and what we do not do - trying to get them to choose us quickly - Assume money is tight and offer ways to reduce cost upfront - Separating purchases into phases to reduce cost and time Post to come on
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Jan 25, 2010