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I've always tried to sit in on a few sales calls at any place I've worked and have encouraged people working for me to do the same. It's valuable to see your p
by hardtke 9y ago
I've always tried to sit in on a few sales calls at any place I've worked and have encouraged people working for me to do the same. It's valuable to see your products from the Sales team and customer perspective. The surprising thing I've observed is how great sales people spend most of the call listening to problems, not offering solutions.
- bluetwo 9y agoDing-ding-ding. That's the secret.
- cabinguy 9y agoThat’s right. We like to say “professionals ask questions, amateurs make statements.” The “sales process” is just a series of questions. The close is the natural ending to a great presentation.
- gumby 9y agoI always have every member of the exec team attend a sales call per quarter. Yep, even the CFO. Amazing the impact it has on the staff meetings, much less the decisions made.
- ethbro 9y agoAmen. If everyone at the org can't describe at least one type of customer for the product, in detail, then there's something wrong. And this definitely includes software engineers.