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August 12, 2015
Venture capitalist, former CEO, and tech legend Ben Horowitz has a great blog post about analyzing sales losses. His big conclusion is that if you ask sales people why they lose deals, they’ll always say “price.” Whether they do it consciously or subconsciously, by choosing price, they aren’t saying anything negative about their product, team or […]
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August 12, 2015
This post was first published on Gainsight.com, the most effective customer success solution worldwide. See the original article here and learn more about how Gainsight can help your company succeed. As a die-hard Pittsburgh sports fan, I’ve learned to avoid the 617 area code Boston region in the months following their regular inevitable sports championship of one […]
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August 12, 2015
Veteran Rookie
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This post was first published on Gainsight.com, the most effective customer success solution worldwide. See the original article here and learn more about how Gainsight can help your company succeed. Anyone who knows me is painfully aware that I’m a diehard Pittsburgh Steelers (NFL football) fan. I’m “that guy” with the Steelers jerseys, t-shirts, socks, paintings, helmets, bumper […]
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August 12, 2015
Enterprise technology has historically been built to serve an IT buyer. If you’ve ever filled out an RFP, you would almost certainly have seen a laundry list of requirements using words like controls, administration and compliance. Often missing from that list (or de-prioritized at least) was a focus on user needs, since addressing the business […]
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