I found this webinar useful as a reminder of a few things:
- Market sentiment: Not panic, but there is uncertainty
- 5 thoughtlines to consider from the prospect’s perspective:
- Timing
- Opportunity cost
- Performance Risk
- ROI
- Complexity
- Good Q+A discussion at the end around specific scenarios: key advice being ‘ask the prospect’
Blair Enns – in case you aren’t aware – is the guy behind Win Without Pitching. I’ve read his book many times. He co-hosts a podcast with another favourite of ours David C Baker.
