The November issue of InformationWeek contained an interesting Dr. Dobb’s article on Lean User Experience (UX) design. If you’re new to the concept Lean UX is all about finding a way to systematically integrate UX design – both information architecture (IA) and visual design – into an agile development methodology. Continue reading
In my current role I frequently evaluate products for use by clients or my internal team. Lately I’ve been watching a lot of online demonstrations for social media monitoring and analysis software. Some account executives and sales reps do a great job with these presentations; most don’t. Here are some common mistakes. Continue reading
I definitely recommend this to anyone who’s responsible for providing software product demos. This book focuses mainly on the presales/sales engineering role, but it’s also applicable to account reps and anyone else who conducts software trainings or internal presentations. The author does a great job of summarizing the key concept of this book into one concise page. Do the last thing first… Continue reading
I recently had the misfortune of dealing with a technical sales rep that seemed to make every wrong move possible. It was like they followed a script from How to Suck at Sales and Drive Away Customers for Dummies or Used Car Sales 101. The company’s software is solid, and a good sales rep probably could have persuaded me to go with their product. Here’s how this person did just the opposite. Continue reading
For anyone who’s read their shares of sales books the following titles certainly aren’t new. But for anyone new to sales, or who just hasn’t taken time to wade through the mountains of sales books available, these two are a great place to start. They’re straightforward, practical, timeless, and two of my favorites. 1) Solution Selling: Creating Buyers in Difficult Selling Markets (Michael Bosworth). 2) The One Minute Sales Person (Spencer Johnson) Continue reading
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