Powers of Ten

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Powers of TenMarketing, Startups

by Rusty Williams on 20 May, 2013 with 0 comments

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I had the pleasure attending the MassTLC CXO forum last week which featured Geoffrey Moore, Michael Skok of Matrix Partners, Alan Ory of Acme Packet, and Susan Hunt Stevens of Practically Green.  Geoffrey Moore provided a update on how the theories he presented in his 1993 book Crossing the Chasm have withstood the test of …

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Helping Decision Makers Make Decisions

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Helping Decision Makers Make DecisionsMarketing, Sales Management

by Rusty Williams on 9 May, 2013 with 0 comments

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As a sales rep your job is to get an purchase agreement signed.  And then another.  And another.   At the same time you need to be sensitive to the timeline and pressures faced by buyers to make the right decision.  You want to reach an agreement that the buyer feels good about and creates a …

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