For our second sales play (see Storyboard Sales Play #1 – “Sphere of Influence”) to see the first play, I recommend you engage the prospective customer by showcasing Stack Rankings. We find, and our customers find, that this data-centric approach is a great wake-up call. As a prime example, Gartner’s Magic Quadrant rankings are an excellent example of this sales play. You’re delivering data to a customer to help them understand their market position against their direct competition, and/or best-in-class.
