We’re finally in front of that extremely busy prospect: “I’ve got ten minutes. Show me what you’ve got,” they say. This is not a request to show everything, so we ask a few questions: “What would you like to accomplish? What else have you tried to fix the issue? What is it costing you to delay?” Five minutes left. We know exactly which two slides we should show. Exactly which video clip they should watch. Exactly which data sheet they need to see. Four minutes left.
Mobile technology lets us carry it all and only show what’s relevant – as if that’s all we brought. In one visit instead of two. Today instead of…maybe never. Show me. You’ve got three minutes. Go.