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Westside Toastmasters is located in Los Angeles and Santa Monica, California

Closing Observations

Is this a significant effort? Absolutely. But we believe the result is well worth that effort. If properly prepared, SFs provide a more consistent positioning of offerings by all salespeople, and should help your sales effort overall.

A few other observations about creating SFs:

But we'd turn this on its head by asking a key question: "Where in the buying cycle are these detailed feature discussions taking place?" If they are during the first meetings in an enterprise sale, it may take months of effort to get in front of the right person. It is far better to have these "due diligence" meetings take place after you have generated interest at business/executive levels.

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