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At Prompt we know that PR complements sales to drive influence, impact, and financial success.  Our PRISM methodology delivers the steps and processes involved in planning and executing PR programs in line with sales objectives. And our free webinar series ‘How to use PR to drive sales’ shares content created specifically for technology companies. We’ve gathered this content from working with global companies including Adobe, IBM, and Oracle, and hundreds of early-stage companies. This means that we’ve covered every level of complexity, type of technology, and (we think) almost every kind of sales process.

However, in our dealings with hundreds of technology companies, we are also aware of a number of sales ‘myths’ that we believe may be holding back technology entrepreneurs and technology  marketers from making the smartest decisions for their own business futures.Over the next few weeks, we’re setting out to share ten of the most common myths – some of which may be familiar to you.

Myth #10

“The sales challenge is the same as it ever was”

It might be comforting to think that ‘sales is sales’ and that nothing much has really changed over the past decade or two. But it really has!  Now prospects are ‘smarter’ – they have access to richer resources of information, methods of researching and channels of communication. By the time you speak to them they’ve already done their research and are armed with a drop-box full of PDFs, a desk full of papers and a head crammed with pre-formed opinions about your company, your products and your competitors. It’s vital that you demonstrate your awareness of this fact and come to the conversation ready to ‘restart’ it at the right point so you can best understand, and serve, them.