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Daniel Morgan wrote:
> There should be a rule in IT/IS against purchasing projectorware.
>
There is - which is why all the vendors go to management instead of IT/IS to do the selling. (How often is IT/IS really the decision maker???? It's usually just influencer or advisor.)
Remember that selling vaporware/slideware/projectorware requires superiority in sales and marketing skills. Marketing skills are all about increasing apparent comfort level for the proposed solution while decreasing comfort level for alternates. Sales skills are all about identifying the balance between those comfort levels and the price levels to close the sale and/or terminate the contact. The biggest companies have learned these lessons well. Received on Thu May 15 2003 - 10:07:12 CDT