Hi Charles,
Can you let me know what you mean when you say :
If you can't boil it down to 1)
concise, 2) real-world, 3) day-to-day advantages over
the other
options (do nothing, build it, buy from your
competitors), you're in
for increased sales cycle time and decreased revenues.
In what context are you referring this. Any one else
please explain what you understand by this.

Raghavendra
Trigent Software Ltd,
Bangalore
--- Charles Knapp <charles_knapp@...>
wrote:
> Following on to the previous posting from Thanh
> Nguyen, it seems to
> me that so many of the sofware pitches I have seen
> (and sometimes
> have created) are directed at technical evaluators,
> not also
> addressing budget owners.
>
> Software is largely intangible until you can put
> your hands on the
> working application and see it in action. People buy
> intangibles--in
> part--based on what they understand. If they can't
> readily understand
> the product and what's in it for them, will they
> give you their
> money? Would you?
>
> One of your key roles as a software product manager
> is to craft the
> core message about your product for marketing and
> sales to
> communicate to prospects. Try selling based on
> plain-English
> benefits and differentiators. If you can't boil it
> down to 1)
> concise, 2) real-world, 3) day-to-day advantages
> over the other
> options (do nothing, build it, buy from your
> competitors), you're in
> for increased sales cycle time and decreased
> revenues.
>
> Kindest regards,
> Charles Knapp
> moderator, SWPRODMGMT
> http://www.myknapp.com
> charles_knapp at peoplesoft dot com
>
>
>
>





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