http://xavier.productlaunchmanagement.com Just another ProductLaunchManagement.com weblog Tue, 06 Apr 2010 03:56:38 +0000 http://backend.userland.com/rss092 en In his book, “Secrets of Question Based Selling,” Thomas A. Freese makes a very apt observation distinguishing between prospects with active and latent needs. While I think his definitions fall a little short regarding PLM, I absolutely agree with the concept. Specifically, Freese notes that prospects who are currently experiencing ... http://xavier.productlaunchmanagement.com/2010/03/06/latent-vs-active-plm-prospects/