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Archive for March 28th, 2016

Information vs. Presentation Decks

 

by Bob Goodyear

Several years ago, I was asked to do a technical sales presentation for a Fortune 100 company that could lead to a very large software contract.  All of the technical decision makers for the company would be in the audience as well as the CIO.  This was a very important meeting for the sales team and I was being asked to come in as an expert to close the technical end of the sale.

As I prepared for the event, the lead sales executive …

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