All the right stuff.

By Erik Keller, Contributing Editor Every vendor has a value proposition; choosing what's right for a business is the challenge Somewhere in the world right now, an enterprise software salesperson is pitching a prospect for one of the vendor's products. Talking points likely include ROI, proof points, and references. But for each manufacturing site, this doesn't just happen once, but many times a day--adding up to hundreds of opportunities a year. While all of these opportunities sound good, prospects are in the same dilemma that a gourmand faces when asked to ...