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Tag Archives: Technical sales
When new technologies arise there is a real desire to create a Disruptive Product(TM), to focus on the new and to avoid simply making a better version of the current market leader. Don’t fall into that trap. It is almost … Continue reading
Anderson the Expert is in a tough spot, his value as an expert wasn’t well defended, but he doesn’t do very much to help himself out. Stuck in a meeting with a customer who is uncertain of their goals, a … Continue reading
The biggest mistake made by the vendor involved in the Seven Red Lines / “The Expert” video is that from a strategic standpoint, they are failing to defend their technical resources. However, there are a series of other mistakes that … Continue reading
Working with the world leaders in filtration and technical fabrics we get all kinds of inquiries that sound surprisingly similar to the meeting that Anderson the Expert sits through. Requests aren’t fully thought through, the vocabulary of the technical needs … Continue reading
[If dealing with absurd situations like those outlined in this hysterical sketch is part of your work life – learn about how to deal with them better following Goldratt’s Major Concepts or by reading this Chapter by Chapter summary of … Continue reading