Convincing a prospect that a software solution is the answer to their productivity problems can be challenging indeed. If the proposed software is a new, custom-developed product, the conversation is almost entirely abstract. The inability to visualize the solution prevents the prospect from understanding the concept clearly. One seemingly obvious answer is to develop a prototype to demonstrate the proposed functionality. A prototype can be invaluable whether selling a custom

CRM, SCM, FAS, ESS, ECM and BPA are just a few of the endless stream of acronyms and buzzwords that confront small business owners searching for good software solutions to automate key business functions. The promises of many cloud-based software solutions to automate key functions of a business are impressive. The ability of the technology sales rep to speak an entirely different language using English words injected with acronyms, jargon and unique expressions is equally im