Temas avanzados

Way too long, generally! Customer-facing folks need to learn how to describe their offering(s) in one crisp sentence! When I ask, “What does your

The incumbent vendor enjoys huge advantages that should be leveraged when exploring renewals, expansion, upselling, and in defense against competitors. Remind your customer of

Users’ Groups are like biological organisms: They want to grow and succeed. Each new customer who joins an active users’ community makes that community

How many of you send the AI summaries of your discovery or demo calls to your prospects? Thoughts on this?

Social capital is another area of advantage for the incumbent vendor. As the entrenched vendor, you have undoubtedly established and grown relationships with important

There is great risk in change, often accompanied by fear and loathing. And for good reason! Have you ever seen a software implementation effort

There is risk associated with anything new. As consumers, we tend to repeat purchasing from vendors who deliver sufficiently on their goods, expected capabilities,

Fundamentally, most people don’t want to change. Let me say that again: Generally speaking, people don’t want to change. Even if they don’t like

Once your solution is in production use, the appetite for your customer to repeat their selection and implementation experiences (see Parts 1 and 2)

The previous post explored selection, now let’s look at implementation! Solution Onboarding: It is likely that you and your customer invested significantly in the