Know Thy Prospect: the More you Know, the More you Will Sell

June 25, 2010

Know Thy Prospect: the More you Know, the More you Will Sell
You’ve got a great product or service. You’ve got your sales pitch down pat. And now you’re on your way to what promises to be a very disappointing sales call.

Of course you must have something to meaningful to say. But to assume that a [...]

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Moving Beyond Consultative Selling to Deliver Industry Leading Sales Results

June 25, 2010

Moving Beyond Consultative Selling to Deliver Industry Leading Sales Results
While solid product knowledge and advanced consultative selling skills can deliver increased revenue, they will not deliver industry leading sales results. Industry leadership comes when real business acumen is added to the mix and you become a trusted advisor as opposed to merely acting as one.
For [...]

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Positioning maps and their role in product or service development

June 25, 2010

Positioning maps and their role in product or service development
What is the competitive advantage that a product or a service has over the competitors? What makes it distinguishable from competitor’s products or services? One way to identify competitors is through a perceptual mapping. In a perceptual map, products are compared based on how customers view [...]

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Book Review – Crossing the Chasm – Joyce

June 25, 2010

Joyce reviews Crossing the Chasm prior to attending Bridge.
Video Rating: 4 / 5

Multimedia Studies 102 UP Open University BA Multimedia Studies Group Assignment #1
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Alternative Systems Of Education

June 25, 2010

Alternative Systems Of Education
“While Montessori education could open up creative channels in my daughter, it will not prepare her for the stress and competitions in the corporate world” ~ Hemalatha Iyer
Hemalatha, a member of our New Constructs community, posted her honest assessment of the Montessori method and why she would not chose it for her [...]

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Cross the Chasm Between Processes and Technology With Personal Online Attention

June 25, 2010

Cross the Chasm Between Processes and Technology With Personal Online Attention
Let’s start the tip with one real situation in which the company noticed a huge chasm between the processes and the technology: A company for software consultancy has developed an online wizard through which they acquire the needed information from prospective clients. From that information, [...]

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John Doerr: Disruptive Technologies

June 25, 2010

February 2, 2005 presentation by John Doerr for the Stanford Technology Ventures Program Educators Corner in the School of Engineering at Stanford University. John Doerr, a partner at Kleiner Perkins Caufield & Byers, presents Stanford University with his shortlist of the most disruptive technologies alight at the time of this early 2005 recording. He discusses [...]

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Solution Selling – Grow your sales and profits by selling a solution rather than a product!

June 25, 2010

Solution Selling – Grow your sales and profits by selling a solution rather than a product!
What is Solution Selling?
Simply put, it’s presenting a solution to a customer that has a calculated financial benefit to the customer.  “Mr. Manufacturer CEO, our automated case erector will increase your net profit by ,250 per year and has an [...]

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How LinkedIn Could Cross the Chasm

June 25, 2010

How LinkedIn Could Cross the Chasm
Though Twitter has captured much of the social media attention in the past year, LinkedIn continues to pick up steam. While the professional-focused social network recently reach the 50 million user mark, we set out to discover how the site could accelerate its growth. We used Quantcast to analyze LinkedIn [...]

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Could Mobile Shopping Cross The Chasm?

June 25, 2010

Could Mobile Shopping Cross The Chasm?
Since the dawn of the internet, the brand and consumer dynamic has changed drastically. No longer are brands the primary or even secondary resource for product information. With e-marketplaces like Amazon, consumers are information explorers, curating all digital resources to find the most relevant content. And mobile is the next [...]

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Disruptive Technology

June 25, 2010

Screencast animation that makes a comparison between the puppet videos used in the 60’s as a disruptive technology and the more modern use of human like avatar based animations.
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Dr. Reese Halter on disruptive technology YES I WANT IT, CLICK HERE TO BUY oillift.net

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Automobile industry : Disruptive technologies are the need of the hour !

June 25, 2010

Automobile industry : Disruptive technologies are the need of the hour !
Automobile industry : Disruptive technologies are the need of the hour !
 
                                           SUNIL KEWALRAMANI                  April 28, 2009
 
 
Hearing the new, more aggressive restructuring plan offered by General Motors reminds one of the scenario for mankind jokingly foreseen by Woody Allen. “One path leads to [...]

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Cleantech Open – Crossing the Chasm

June 25, 2010

Stanford University business professor Tom Kosnik explains key elements of marketing in the clean tech industry in this presentation excerpt from The Clean Tech Open’s Business Accelerator training for clean tech start-ups, July 2009. www.cleantechopen.com (c) 2009 Clean Tech Open

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SAP CRM 7.0 – Solution Selling

June 25, 2010

This video demonstrates how to sell Products together with
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Total Solution Selling

June 25, 2010

Brads’ Rants: Total Solution Selling How to sell the total solution and not just a one off product or service .
Video Rating: 5 / 5

accountability-plus.com – Verifying the Prospect’s True Concern – This preview is taken from a Sales Training System entitled Solution Based Selling. It is presented by W. Steven Brown, Chairman of The [...]

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Disruptive Technologies Affecting the PV Industry, Microinverters and DC-DC … – Release-news.com (press release)

June 17, 2010
Disruptive Technologies Affecting the PV Industry, Microinverters and DC-DC …
Release-news.com (press release)
… insightful look into the current and future opportunities and threats available in the disruptive technology area of microinverters and dc-dc solutions. …
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Talking Business with Michael Guld: Disruptive Technology – Kansas City Star

June 10, 2010
Talking Business with Michael Guld: Disruptive Technology
Kansas City Star
In this week's Talking Business podcast, commentator Michael Guld talks about how technology has dramatically changed the way we're informed and entertained …
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Selling VDP Requires Sales Training – Print CEO

June 8, 2010
Selling VDP Requires Sales Training
Print CEO
Frankly, the real issue is solution selling (which is the approach VDP requires) vs. transactional selling (which has been the traditional approach of print …
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Crossing the chasm – Business Times (subscription)

May 31, 2010
Crossing the chasm
Business Times (subscription)
STEPHEN Lim swears by Geoffrey Moore – author of the 1991 IT marketing book Crossing the Chasm. 'Specifically in Singapore, the government is a significant …

and more »
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Collaboration in Context: Crossing the UC and Collaboration Chasm – NetworkWorld.com

May 24, 2010
Collaboration in Context: Crossing the UC and Collaboration Chasm
NetworkWorld.com
… in context, crossing the chasm from stand-alone UC&C applications to UC&C as an embedded feature in the applications we use to run our businesses.
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