“As the economy rolls on, IT sales myths still permeate technology and professional services sales forces trying to hit their forecasted sales quotas. Like urban myths, many of these business beliefs just continue to proliferate without identified authorship or business validity.”

“Many prospects base buying decisions on perception — not price. This may come as a surprise to salespeople who are still closing on price alone. Salespeople who know the secret of appealing to a buyer’s perception of value close more easily, more often, and with greater customer satisfaction than those who hawk low price as a product’s main attraction.”

“Are you often tossed into impromptu client meetings where you have to explain complex system architecture or application components to business people? Do you get blank stares and aimless glances at handheld devices? If so, read on; this article provides some advice on communicating complex technical concepts to nontechnical folks.”

“A number of smart businesses are realizing that the organizational characteristics that lead to their successes — such as agility, decentralized decision making, and fast growth — have made their Web sites unworkable through poor development processes and inconsistent user experiences. This frustrates any attempt by visitors to find meaningful information.”