Lessons from a $100M ERP Failure, The World of Tech Sales, Legal Issues in Digital Transformation
Transformation Ground Control: Digital Transformation, ERP Implementation, Change Management, and Digital Strategy
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Navigating Tech Sales: Understanding, Negotiating, and Implementing
The chapter provides insights on buying and negotiating with tech sales reps, advocating for a deep understanding of the purchase, sincere customer-business comprehension, and vigilance in the sales process. It emphasizes the crucial steps of seeking references, evaluating red flags, and ensuring compatibility with unique requirements to avoid pitfalls like budget overruns and delays. The dialogue also delves into effective negotiation strategies, showcasing the importance of mutual trust, transparency, and thorough evaluation for successful implementations.
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