Whitney Stout, JDWhen your champion leaves before renewal, no one at the account remembers why it bought. A 90-day plan to make the case to whoever now owns the budget.
Whitney Stout, JDWhen your comp plan changes mid-quarter, protect three things in order: the record of what you earned, the new math, and what the change tells you.
Whitney Stout, JDA customer using a few of the features they paid for shows which tasks the product took over. How to sort features, find who each was for, and what to ask.
Whitney Stout, JDHow to tell if a prospect is serious: ask what they've tried, who else feels the problem, and what happens if nothing changes. What each answer tells you.