MAKE IT REAL: Turn IoT Technologies Into Tangible, Saleable Solutions

Created 9 years ago in Sales & Marketing / Sales & Lead Generation

I've sold pioneering technology deals again and again for new technology, even without references.

A use case is a beginning. But you have to show the business case too. (And don't forget that use case and business case need to stay linked together.)

And even then you still might not make the investment hurdle!

There are so many ways for prospects, either direct or channel, to say "no". So what can we do together to reduce that perception of risk?

It's all about "making it real". New technology is a phantom. It's hard to sell a phantom. I specialize in coming up with the tools, the narratives, the scripted demos and the proofs-of-concept that make it easy for prospects to say "yes"!

An idea isn't worth very much until the customer is willing to pay for it. What's your idea?
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The picture shown here is from a 30 page PoC guide, part of a whole programme for an manufacturing-oriented Internet of Things solution.