(Spec.) War, Huh, What is it Good For?

How do you cope with ‘spec wars’? You know the sort of thing I mean – on paper, your system measures to +/- 5 mm, your competitor’s equivalent measures to +/- 3 mm. Sure, it looks like there is a real difference but when you consider the accuracy of measurement is on something 40 m

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How NOT to do Sales, Part 1

How often do  you get the chance to benchmark yourself against another salesperson selling to one of your prospective customers? In the late 1990’s I visited the University of Cincinnati for a couple of days to demonstrate some equipment to one of the scientists there. Apart from not winning the order, the abiding memory of

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