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> If you are selling to enterprise often the biggest objection is "I'll be needed less" Seriously? Do you have experience of this? In my experience, people th

by Pitarou 13y ago

> If you are selling to enterprise often the biggest objection is "I'll be needed less" Seriously? Do you have experience of this? In my experience, people these days recognise that progress marches on, and the only viable response is to embrace it.

adrianhoward 13y ago
Seriously? Do you have experience of this? Can't speak for the poster - but this is something I've seen a lot in the enterprise. I think it's a more common reaction with larger organisations because, due to their size, they tend to silo and specialise work more. So you see this pattern: * You find $solution to make X better * You try and sell $solution for X into $company - who refer you to the X department that does nothing else but focus on X * Since $solution is very disruptive for department X - it tends to get rejected. This might not just be because department X is thinking "I'll be needed less" - but it's very often a component of it. In these situations it's often better to approach the head of department X, or the person in charge of the head of department X. They often can see the value more easily since they're more invested in results that the way things are done currently.
- Pitarou 13y ago
  Ah, I see. As you say, to me that's not an object to overcome. That's a sign you're talking to the wrong people.
  - drakaal 13y ago
    You are an idiot. The person who "owns" the group you are going to reduce the work of is the person who makes the decision. If you don't get this, you haven't sold to Enterprise. Small Business this doesn't hold true, Medium it only partially holds true. But in Enterprise the best sales are the ones where you are going to sell someone $100k worth of stuff that will put $200k worth of people out of a job. The only way you overcome this is when a group is in a growth stage and doing more with less means not hiring people. When you are selling solutions to reduce people you are often selling to the guy you are going to put out of work, or at least his manager.
    - emmett 13y ago
      Your point, true or false, is completely obscured by its first line. Please don't bring that kind of vitriol into our community here. It doesn't help convince anyone, but more to the point it grossly violates community norms against being a jerk that exist for a reason.
drakaal 13y ago
Yes. Most of the time if you are selling to enterprise what is your sales pitch? Five 9s of Uptime: So you need less staff Reduces the effort needed to <x>: So you need less staff

by Pitarou 13y ago

adrianhoward 13y ago

Seriously? Do you have experience of this? Can't speak for the poster - but this is something I've seen a lot in the enterprise. I think it's a more common reaction with larger organisations because, due to their size, they tend to silo and specialise work more. So you see this pattern: * You find $solution to make X better * You try and sell $solution for X into $company - who refer you to the X department that does nothing else but focus on X * Since $solution is very disruptive for department X - it tends to get rejected. This might not just be because department X is thinking "I'll be needed less" - but it's very often a component of it. In these situations it's often better to approach the head of department X, or the person in charge of the head of department X. They often can see the value more easily since they're more invested in results that the way things are done currently.

Pitarou 13y ago
Ah, I see. As you say, to me that's not an object to overcome. That's a sign you're talking to the wrong people.
- drakaal 13y ago
  You are an idiot. The person who "owns" the group you are going to reduce the work of is the person who makes the decision. If you don't get this, you haven't sold to Enterprise. Small Business this doesn't hold true, Medium it only partially holds true. But in Enterprise the best sales are the ones where you are going to sell someone $100k worth of stuff that will put $200k worth of people out of a job. The only way you overcome this is when a group is in a growth stage and doing more with less means not hiring people. When you are selling solutions to reduce people you are often selling to the guy you are going to put out of work, or at least his manager.
  - emmett 13y ago
    Your point, true or false, is completely obscured by its first line. Please don't bring that kind of vitriol into our community here. It doesn't help convince anyone, but more to the point it grossly violates community norms against being a jerk that exist for a reason.

drakaal 13y ago

Yes. Most of the time if you are selling to enterprise what is your sales pitch? Five 9s of Uptime: So you need less staff Reduces the effort needed to <x>: So you need less staff