Customer Epicor Pipeline Sales Enablement 
Insight Demand
MAY 12, 2014
Before a meeting, a potential customer downloads, and then watches 11-videos on SAP’s CRM. So by the time the meeting rolls around, the last thing the potential customer wanted was more information, because they’re drowning in it. Because an Insight Scenario is about someone else, the customer won’t feel attacked. True story.
Insight Demand
JANUARY 17, 2014
So, how does a salesperson deliver insight so that it challenges the customer’s thinking without challenging the customer? In Part Two, we will provide six reasons why Insight Scenarios™ trump verbal persuasion at delivering insight to your customers. “In 18-months, our pipeline tripled. Praise for the book.
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