Very good post by Nigel Edelshain on going to your next sales meeting Powerpointless

This is good advise. I have always been an advocate of conversations as opposed to presentations. I like questions over pitches. I often write a white paper or talking paper specifically fo rmy sales appointment. This compels me to do the research, understand the questions I want answered, and condense and articulate my value points to the prospect.

I also recommend his “open source” IT sales manual.

(Via IT Sales Ideas.)