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High Technology Vendors - Avoid Sabotaging Sales With Marketing
By Olin Thompson, Process ERP Partners

Marketing is another critical skill that a company must master to be successful.

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.   The sad truth is that in most cases:
Good marketing beats great product.
Lets take a well-known example of good marketing beating great product.  Before DVDs, did you have a VHS or Beta VCR?  When VCRs were first introduced, two technologies were available, VHS and Beta.  But in a few years, Beta was almost non-existent in the consumer market, VHS won the battle for market share.  From the beginning, little doubt existed about which was better

Olin Thompson is a leading sales & marketing consultat  to application software providers. With 25+  years experience, Olin has been called "The Father of Process ERP". He works with solutions providers, analysts, and the press. To learn more visit www.processerp.com. Contact Olin directly at 401.421.6968 or e-mail: olin@processerp.com

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