"Sales"

Are We Facing the End of PLM Sales as We Knew It?

Are We Facing the End of PLM Sales as We Knew It?

PLM Sales is one of the topics, I have a special passion for blogging about. Some of my previous articles about PLM sales, in case you missed that: PLM Sales Cheat Sheet How to not suck in PLM Sales The art of PLM sales In the last four months in…

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How do we achieve digital transformation in PLM sales?

How do we achieve digital transformation in PLM sales?

Yesterday was the Passover evening. This is a usual time for family and friends to get together around the table. This year it was different. The computer was an important citizen at the table and video conference was a way to connect to friends and families. Tomorrow’s Easter dinner will…

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New PLM vs Old PLM?

New PLM vs Old PLM?

Nobody Gets Fired For Buying IBM. I’ve heard this phrase many years ago when I was learning nuts and bolts of the PLM sales process. PLM software was originally developed for large companies and the selection process in these companies is very complex. Back in days of CAD releases that…

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PLM Myths and Business Reality

PLM Myths and Business Reality

ROI of PLM is not measurable. To sell PLM you need to create a myth. This statement of Jos Voksuil caught my attention a few weeks ago. In his recent article, PLM Myth-perception Jos went all way down explaining the irrational behavior of PLM decision-makers, human behavior, and the complexity…

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PLM Circa 2020 – How To Stop Selling Myths?

PLM Circa 2020 – How To Stop Selling Myths?

A long time ago when I was too naive and too technical, I thought that the best product (or technology) always wins. Well… I was wrong. Later I learned that this is one of the top sales myths. The reality is that having the best product, or the best features,…

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Why companies are buying wrong PLM systems?

Why companies are buying wrong PLM systems?

To select a PLM system is not a simple task. A few years ago, I shared the article – How to avoid PLM software selection mousetrap. There are many aspects of the selection process – technology, organization, vendor, etc. After all, for most organizations, PLM decision is something that is…

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How to sell PLM in 2020?

How to sell PLM in 2020?

For the last few months, I’ve been having many discussions and debates about the current state of PLM, manufacturing trends, problems, IT solutions and possible ways to sell them to customers. Digital transformation seems to be a common topic for most of PLM companies today. As much as I like…

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How To Not Suck At PLM Sales?

How To Not Suck At PLM Sales?

There is something in the air these days about PLM. The awareness about PLM is growing and more companies are thinking that PLM might be a solution to solve the problem. These are good news for PLM vendors, consulting and service organizations. However, the PLM sales scene is very complex….

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Can we use fear to sell PLM?

Can we use fear to sell PLM?

I grew up in the Soviet Union at the time when the planet was going through The Soviet-American Arms Race, As a child, I remember a lot of propaganda related to the nuclear arms race. These days a lot of information about what happened 40-60 years ago is available. One…

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