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Blog Articles
Viewing entries tagged with 'customer requirements'
Beware of Specials
How many times have you seen the situation where a sales rep brings to the CEO a proposal from a prospect that says, “if you will just add these seven features to your product then we’ll buy your software and even pay you an extra $X.” Or, lest anyone thinks that this situation is unique to enterprise software companies, for consumer service companies, your ad sales person comes over saying that “a big prospective partner will sign a seven-figure advertising and sponsorship deal with you if you’ll just agree to these site integration and placement requirements.”