When I was in ERP software sales, I knew exactly where my product shined. In early demos, I led with the most advanced and polished features, often contorting the narrative to make my best tools and features fit the prospect’s workflow. I knew that if decision-makers left believing that my software was sophisticated and user-friendly, I’d already won half the battle. They would influence their team to think of my offering favorably, which would give me a leg up when I finally had to show end users the less attractive elements of the system during days-long, marathon demonstrations. It’s hard […]
