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Always, always push back. When I'm on a call and the customer/prospect* asks for something we don't have, I push to make it concrete. Here are some of my quest
by caseysoftware 10y ago
Always, always push back.
When I'm on a call and the customer/prospect* asks for something we don't have, I push to make it concrete. Here are some of my questions:
- How are you doing that now?
- Where is that in your roadmap? Is that required for the current phase?
- When do you plan to implement/use it? Is this 3, 6, 12, or 24 months out?
- Is this more or less important than X? Where X is another project or initiative, because there always is one.
- Is that a nice to have or a must have?
* Until they give you money, they're a prospect, not a customer.
- tormeh 10y agoWhen a big customer makes a feature request, call it a change request and tell them you'll make them an offer (they pay money up front) for it. Sure, if they never adopt the product the effort could be better spent elsewhere, but at least you'll get paid for their bullshit. If it's expensive for you to do then you should always demand real money up front.
- mbesto 10y agoAs someone who has 10 years of experience in EnSW, this is very f'n good advice. To all of the techies out there dealing with enterprise sales - close the sale, close the sale, close the sale. Worry about product later (and all of those are acceptable answers).