Page 45 - BT Advise Sales Workshop
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Outside IT: Remember the 3 Rs
What do you know about my market / competition?
Research What do you know about my company?
What do you know about my business function?
How do market drivers affect my business?
Relevance What relevance have your products to my KPIs?
What similar companies have you done this with / for?
What is the likely impact on my KPIs?
Return What is the likely impact on my customers?
What would be my return on investment?
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