June 2005
Beginner to intermediate
328 pages
7h 15m
English
Content preview from THE BEST SOFTWARE WRITING I
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Eric SinkCLOSING THE GAP, PART 21
Last month we introduced a concept that I call "the gap":
Product ↔ Customer
This gap is the distance between the prospective customer and your product. As long as it continues to exist, your customer has less software and you have less money. In order for the sale to occur, this gap must be closed. Until that happens, the gap represents all of the issues and obstacles that are preventing the customer from making the purchase.
As Chief Sales Geek in your ISV, it is your responsibility to figure out how this gap is going to get closed. You have exactly two ways to do it:
- Move your product to the right.
- Move your customer to the left.
Last month, we talked about "proactive sales," or "moving your customer ...
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I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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