My experience with BPOS deals taught me that the “First 30” minutes of a BPOS call was the most critical. Partners/field fumble too much in that critical part of the call. Selling services is different than software. If we eliminate the fumbles we get
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Read the complete post at http://blogs.technet.com/uspartner_eastregion/archive/2010/03/19/the-first-30-eliminates-fumbles-by-jim-haigh.aspx