Richard Davies wrote: The UK has a good crop of technology pioneers in cloud computing - for example ElasticHosts, FlexiScale, Flexiant, OnApp - and also some strong government initiatives such as G-Cloud.
We will have to see whether this kind of technical leadership converts into swift mass-market adoption or not.
Jan. 8, 2012 11:38 AM EST
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By Sharon Drew Morgen
Buyers need to resolve a problem. They don’t have pain. Understanding a buyer’s pain does not make a sale.
Believing otherwise creates the 93% failure rate – the overlong sales cycles, the differentiation issues, the money objections - that sellers experience.
For some reason, it’s become the norm to believe that sellers need to ‘discover and solve a buyer’s pain to become a trusted advisor and differentiate from the competition’. Or that the only way to sell is to ‘understand the buyer’s pain points’, [...]
