The Death of Product Demos – Why Changing Consumer Behavior Is Driving Sellers Crazy …
There was a time when fresh recruits to Ajax Inc. were told to pick up the yellow pages and start cold calling like crazy.
“Mr. Prospect,” they would begin, reading from a little notecard…
“I’m guessing you’re having problems with your thingamajig… and that inefficiency is costing you a lot of time and money. If I could show you how you could end those problems and increase your profits 20-30% over the next 6-12 months, would you give me 10 minutes to do that?”
