Application Vendors - Avoid Sabotaging Sales With Marketing

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Application Vendors - Avoid Sabotaging Sales With Marketing
Jim Brown & Olin Thompson - January 31, 2003

Situation

Have you ever lost deals where you knew you had the better product? Have you ever lost deals where the prospect agreed you had a better product? Many reasons exist for losing deals. The two most frequent reasons are poor salesmanship and poor marketing...

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