Comments on: Brando Don’t Audition http://www.huntingbigsales.com/2009/11/24/brando-don%e2%80%99t-audition/ Mon, 10 Oct 2011 13:49:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Marcus Sheridan http://www.huntingbigsales.com/2009/11/24/brando-don%e2%80%99t-audition/comment-page-1/#comment-6951 Marcus Sheridan Tue, 08 Dec 2009 00:28:15 +0000 http://huntingbigsales.com/?p=999#comment-6951 Wow Tom. This is my first time on your site and loved it. I've been thinking a lot about this subject lately and have been searching for the right word to describe my sentiments....Turns out, 'Swagger' is exactly the word I'm looking for. Yes, any sales professional must have it. In fact, one's swagger has never been more important than it is in this tough economy. Thanks for the post, I look forward to more. Wow Tom. This is my first time on your site and loved it. I’ve been thinking a lot about this subject lately and have been searching for the right word to describe my sentiments….Turns out, ‘Swagger’ is exactly the word I’m looking for. Yes, any sales professional must have it. In fact, one’s swagger has never been more important than it is in this tough economy. Thanks for the post, I look forward to more.

]]> By: Christopher P Korody http://www.huntingbigsales.com/2009/11/24/brando-don%e2%80%99t-audition/comment-page-1/#comment-6949 Christopher P Korody Sat, 28 Nov 2009 20:15:28 +0000 http://huntingbigsales.com/?p=999#comment-6949 Great observation Tom - you need to define what happens after the pilot period. By what metrics will it be judged, who will review them and where are they now in the process and of course the million dollar question - is it in the budget... In my experience, a "sincere" buyer will not object to any of this... Great observation Tom – you need to define what happens after the pilot period. By what metrics will it be judged, who will review them and where are they now in the process and of course the million dollar question – is it in the budget…

In my experience, a “sincere” buyer will not object to any of this…

]]> By: Tom Searcy http://www.huntingbigsales.com/2009/11/24/brando-don%e2%80%99t-audition/comment-page-1/#comment-6947 Tom Searcy Wed, 25 Nov 2009 10:43:37 +0000 http://huntingbigsales.com/?p=999#comment-6947 ESims - Complex technological solutions usually require some sort of a "stepped-in" approach. This is often valid on the part of the buyer. The buyer needs to ensure that systems are calibrated, that there is integration and that the ROI is there. Having said that, your company is responsible for the map that the customer will follow for stepped-in purchasing. What milestones trigger an automatic moving forward of the program. Companies like yours get in trouble when they sell the pilot program in and the customer is not convinced that it is worthy of purchase until after the pilot. This is a try-it-for-free-and-see-how-it-gos approach. To me that is the same as never having really sold the deal at all. There is a big difference between test driving and actually buying on a stepped-in basis. ESims – Complex technological solutions usually require some sort of a “stepped-in” approach. This is often valid on the part of the buyer. The buyer needs to ensure that systems are calibrated, that there is integration and that the ROI is there. Having said that, your company is responsible for the map that the customer will follow for stepped-in purchasing. What milestones trigger an automatic moving forward of the program. Companies like yours get in trouble when they sell the pilot program in and the customer is not convinced that it is worthy of purchase until after the pilot. This is a try-it-for-free-and-see-how-it-gos approach. To me that is the same as never having really sold the deal at all. There is a big difference between test driving and actually buying on a stepped-in basis.

]]> By: ESims http://www.huntingbigsales.com/2009/11/24/brando-don%e2%80%99t-audition/comment-page-1/#comment-6944 ESims Tue, 24 Nov 2009 19:27:15 +0000 http://huntingbigsales.com/?p=999#comment-6944 Thanks for the great post. This is a HUGE issue where I work and with the product. We deploy a very complex mobile application that helps gather deeper insights and is geared for the Market Research world. No matter what it ends up with a need for a pilot project (paid). Please note we work with most of the BIG boys but still end up at this pilot door. Would you say that some products make it harder to avoid this or should I go kicking and screaming to this Pilot door every time? Thanks for the great post. This is a HUGE issue where I work and with the product. We deploy a very complex mobile application that helps gather deeper insights and is geared for the Market Research world. No matter what it ends up with a need for a pilot project (paid). Please note we work with most of the BIG boys but still end up at this pilot door. Would you say that some products make it harder to avoid this or should I go kicking and screaming to this Pilot door every time?

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