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The Product vs. the Presenter - Three Tips for Improving Your Credibility and Win Rate |
by John Mansour |
10.22.2008
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When making product presentations, the credibility of the presenter may be more important than the product itself. Follow three simple rules to improve your credibility and win rate.
No Comments |
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Last Updated ( 10.22.2008 )
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Product Demo Themes and 3 Ways to Improve Your Win Rate |
by John Mansour |
05.12.2008
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If your product demos have an overall value theme, you can improve your odds of winning in three ways.
No Comments |
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Last Updated ( 09.16.2008 )
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Product Demos - Creating a Positive Buying Experience |
by John Mansour |
03.12.2008
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People buy from people who make them feel good about the buying
experience. If you can make your product demos a feel-good experience,
your odds of closing the sale go up exponentially.
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Last Updated ( 09.09.2008 )
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Product Demos - 3 Types of Demos That Will Kill the Sale |
by John Mansour |
01.31.2008
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There are three types of product demos that prolong the sales cycle, result in no decision, or flat out kill the deal.
No Comments |
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Last Updated ( 09.15.2008 )
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Product Demos - 3 Tactics for More Engaging Web Demos |
by John Mansour |
12.12.2007
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Use these three tactics to make your web demos more engaging.
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Last Updated ( 09.15.2008 )
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Product Demos - Demonstrating a Solution vs. a Bunch of Products |
by John Mansour |
03.12.2007
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Here are 3 tactics to help sell a single solution instead of a bunch of products.
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Last Updated ( 09.15.2008 )
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Product Demos - Problem Discovery & Product Objections |
by John Mansour |
07.31.2006
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All products have deficiencies. Don't get too worked up over it.
Successful technology companies master the art of overcoming objections
by making them seem trivial in the grand scheme. How do they do it?
By asking the right questions early in the sales cycle.
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Last Updated ( 09.15.2008 )
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Product Marketing - Generate More Sales Leads From White Papers |
by John Mansour |
07.12.2006
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According to a 2005 survey from the CMO Council and KnowledgeStorm,
prospects value white papers more than any other content produced by
technology companies. And while most technology companies regularly
publish white papers, they fail to get the maximum marketing value for
their efforts.
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Last Updated ( 09.09.2008 )
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Product Demos - Win-Loss Analysis |
by John Mansour |
12.31.2005
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It’s easy to blame a lost sale on product deficiencies. While the
product may be the real reason in some cases, a larger percentage of
losses are directly related to the sales person.
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Last Updated ( 09.09.2008 )
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Product Demos - Handling Product Objections |
by John Mansour |
10.31.2005
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Sales revenue would come easily if your products had every capability prospects thought they needed during the buying cycle. Unfortunately, this will never be reality. Your products will always be deficient in someone’s opinion. Stop kicking yourself over it and try the following to make your sales cycles a little easier.
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Last Updated ( 09.15.2008 )
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