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" ... Andreessen also points to the example of Elon Musk and Tesla; Musk is often criticized for overselling, says Andreessen, but argues Musk had to paint a vision not only of a car you could plug in, but also a whole system of superchargers along freeways, and his vision had to be compelling enough so he could actually sell enough cars “into that vision” to afford to start installing the chargers he described, and enable the vision to become a reality (which, initially, it wasn’t). Andreessen likens it to selling the first fax, which obviously wasn’t especially useful until and unless it was adopted by others. ... "
" ... Because they were targeted at the right editor or reporter, these pitch headlines served as effective attention-grabbers and got us traction with several key media outlets. Knowing that they had a relevant, timely and fact-based pitch to work with, a number of reporters gave us a chance to explain our client's solution, and we didn't have to "arm-wrestle" a single reporter by overselling the client. ... "
" ... Electric utilities want to reduce and end carbon emissions. But right now, they’re struggling with the overselling of alternatives when they don’t have enough essential backup in the form of storage. They also have the huge imperative of maintaining service — in lay terms, keeping the lights on. ... "
" ... Instead of rushing, identify and evaluate potential solutions in a calm, logical, methodical manner. Reference check those solutions to make sure their sales teams aren't overselling the sizzle. Test these solutions. Pilot them to see that they properly work. Get feedback from your users. Are they using the new tools? How often are they using it? How much of it do they use? Are they happy? Verify that the KPIs and metrics are being met. ... "
" ... Presenting the road map to internal stakeholders who play a role in product success, such as sales, marketing and field application engineers, is a critical step to align companywide activities toward a common goal and set the right expectations. All teams must be on the same page as to how the product functions, its unique selling points, and why it is built that way. Internal enablement is crucial to avoid overselling or committing to features that aren’t in line with the product vision and strategy. ... "