Solution Providers – How Do You Win Over Cynical Buyers and Analysts? [Plus+]

Life as a solution provider isn’t easy. Not only do you have to be well prepared, know your client’s needs, and your own solution and capabilities. You also must be ready to deal with the unpredictability of internet connections and other technical blowups waiting to happen during demos. Then there are the vagaries of some buyers and their spur of the moment ideas to create “gotcha!” moments to either fail you or to create bargaining leverage. Yes, I wasn’t always an analyst: I have spent a good number of years on the solution provider side, so I feel your pain when your demo doesn’t go as planned.

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