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The Promise of Technology is Intangible

Technology-enabled solutions are intangible sales. People don’t buy the machine; they buy what it enables. Average sales people tend to perceive technology as a tangible, so they focus on the functionality. Exceptional sales people understand that customers only care about the results the technology enables, which is intangible. This difference in perception about the nature of technology is the fundamental factor in determining a sales person’s success.

Technology is the actualization of abstract theories. The more theories that are actualized, the more powerful the technology is. For example, there is a computer chip in my car that makes me a better driver. The computer chip senses the car beginning to skid on a patch of ice much faster than I can. It automatically sends messages to the anti-lock brake system so the car responds to the changing road conditions before I am even aware there may be a problem. This simple application is the actualization of theories that span the disciplines of physics, mechanical engineering, human perception, and computer software. It would take a long time to explain how it all worked. As a car buyer, however, I only care about the fact that it makes me a safer driver.

The more sophisticated the technology is, the greater the abstraction. Selling abstractions is more than just relating benefits. It is about linking the functionality of the technology to the desired end result, which is the intangible promise of the technology. I can only appreciate the value of the car’s computer controlled anti-locking device when I understand how it improves my driving. If the sales person just explains anti-locking brakes, I don’t perceive the benefit. If she tells me that I will be a better driver, but doesn’t explain how, then I won’t believe her. She must help me understand the relationship between the how the technology is applied and the results that are important to me before I will value the technology.

Selling the value of your technology.

The translation of abstract theory into useful applications that deliver strategic benefits is the essence of selling value. Value is created when the customer believes the technology solution will help them accomplish their objectives. To develop the customer’s conviction you must integrate their learning process with their decision-making process.

The sales person must provide the customer with the right information at the right time. Furthermore, it must be done in a way that increases the customer’s perception of need, urgency to buy and appreciation of the value contribution of the solution.

The information puzzle gets even more complex as we incorporate the relentless rate of change associated with any technology solution. As the technology evolves and its applications expand, it becomes practically impossible to stay current and informed about the solution. The body of information that the sales person draws upon to sell a technology solution is constantly evolving. Products mutate. New technologies replace old ones. Competitors’ products change. Markets accelerate. Each change has multiple implications for how customers buy and the best ways to sell the solution.

Keeping current about all the factors that influence a technology sale is not easy. It is hard enough to keep track of the ever-changing information. The fact that you must synthesize it into strategically sequenced, customer learning experiences that build credibility and value exponentially increases its complexity. No wonder the sales superstars make so much money!

Janice Lawrence has advised leading edge technology companies for the past two decades on how to sell innovative technology. Follow her Sell Results Blog [] and supercharge your technology sales success.

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Species’ paramountessay is just a method of classifying living things. There are some common patterns, but many, many women and men exhibit some sort of atypical sexual improvement. An example in this aspect is the association between Azteca ants and cecropia trees.

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Its structure involves several sorts of interactions among species. Other definitions have to be employed to define the species of organisms like these. As a result, one species could possibly be driven to extinction, or evolution lessens the competition.

Such relationships are also essential to understand the significance of preserving wildlife. dissertation sections Community stability denotes the capacity of communities to stay unchanged as time passes. Community is critical since it allows species interaction.

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For instance, a particular sort of plant found in an ecosystem might be used for medicinal purposes. Cold-water fishes find it impossible to survive in temperatures above 77 degrees F for a very long time period. Beneath the photic zone is what’s called the mixed zone, where some production happens.

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Algebrator is easy to use and easy to understand and has made algebra the exact same for me. Human activity can decrease the quantity of predators. These species frequently have complex relationships, many of which are helpful to the participants.

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In general, microorganisms are a few of the most significant living creatures. Conditions which are perfect for a single organism, however, could be unsupportable for another. The majority of these organisms are composed of unique kinds of tissues.

This practice of greater buildup of toxins is known as biomagnification. Some kinds of bacteria are autotrophs. At times, a single organism becomes eaten by many predators or it eats many different organisms.

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For instance, the seeds of some plants can get connected to the fur of animals. Grasslands offer a perfect atmosphere for grazing animals. Organisms in these ecosystems, including snakes or scorpions, must have the ability to survive in sand dunes for extended intervals.

Population sizes of predators and prey in a community aren’t constant with time, and they can vary in cycles that seem to be related. Top predators, also referred to as apex predators, eat different consumers. Both food chains and food webs are very similar to one another, but they aren’t the exact same.

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There are several sorts of woodland ecosystems on earth. Alternatively, they can cover huge areas of the planet. Marine ecosystems are definitely the most abundant varieties of ecosystems in the word.

Likewise dominant species have a massive effect on ecosystem feature, while rare species have a tendency to get a little effect. For instance, the alligator snapping turtle is quite a large turtle, but it is a very well camouflaged predator. The two varieties of aquatic ecosystems are freshwater and marine, and the principal distinction is the salinity concentration.

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Changing biotic factors like removing trees from a forest is going to have a significant effect on the other biotic aspects present in the surroundings. Symbiotic relationships are unique and are crucial in keeping a delicate balance in ecosystems all around the world. The absolute most specialized investors focus just on narrow parts of the marketplace or certain forms of securities.

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Besides the distinctive properties, communities share common features that may be helpful for their identification. Please do keep in mind that all our students should have a house department, and that means you should start your formal application process there after you’ve studied what the EEBB Program has to offer you. Time management is usually defined as the management of time in order to create the absolute most out of it.

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A population is composed of a group of folks that are residing in a particular habitat at a specific moment. The better part of the channels are provided in HD. Evolution has certainly shaped a lot of strange creatures, the vast majority of which are unknown to the total public.

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At the moment, biologists are nowadays seeking the possible use of biology in different fields, like in medicine, agriculture, and industry. The expression human biology indicates the biological systems which exist in the body. While there are lots of distinct kinds of ecology studied it is better to begin with the fundamentals.

Though definitions of this kind certainly may be accurate, there’s a lot more to being literate, especially when it regards certain disciplines. Some quantitative abilities, for example, interpretation of simple mathematical models, might be required. All relevant terms have to be followed.

Air pollution is merely among the most visible forms of pollution. Generally, they take the energy from the sun to make their own food. Green plants constitute by far most of the planet’s autotrophic organisms.

Freshwater–water that’s either drinkable or has little if any salt content–supports its very own aquatic ecosystems. A worldwide breakdown of the planet’s major vegetation types is offered by O.W. Archibold. The very first level includes the producers (usually plants).

Organ systems are groups of a few organs which work with each other to execute a particular function. Ecosystems have always played a significant role in many business processes. Respiration is a typical biological process which also occurs in animals.

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As a consequence the quantity of energy transferred to the secondary consumers is even more compact than that obtained by the principal consumers. At the apex is the maximum level consumer, the very best predator. A fat person has the capability to shed weight.