Getting Real Value Out of Sales Pitches

Tony Byrne is right on when he says:

Increasingly I find SEs somewhat removed from actual implementation details (except what they’ve customized on their own laptops). While comfortable issuing jargon about “persistence layers” and “dynamic cache invalidation,” they don’t always have much depth on the mechanics of how their tools actually work behind the scenes.

Amen.  How tired are we in large enterprises of product pitch teams actually composed of all sales staff?  The ostensibly technical people in the room, as Tony says, often really understand just how to install and manage their demo environments.  If technical people are on the customer end, they need to be on the sales end as well.  We want to know how it runs in virtualized environments, how it integrates with policy server environments (read:  not just LDAP), how we can comply with policy around electronic records, electronic signatures, and audit trails.

These come from the professional services domain, not the sales domain – at least in a meaningful way.  Sales people are important too – but don’t forget to invite PS along next time you come calling.

Technorati Tags: , , , ,

Advertisements

0 Responses to “Getting Real Value Out of Sales Pitches”



  1. Leave a Comment

Leave a Reply

Fill in your details below or click an icon to log in:

WordPress.com Logo

You are commenting using your WordPress.com account. Log Out / Change )

Twitter picture

You are commenting using your Twitter account. Log Out / Change )

Facebook photo

You are commenting using your Facebook account. Log Out / Change )

Google+ photo

You are commenting using your Google+ account. Log Out / Change )

Connecting to %s




Diabetic Runner Challenge – 500

Flickr Photos

del.icio.us/scottmark

Creative Commons License
This work is licensed under a Creative Commons Attribution 3.0 License.

Site Meter

RSS Latest Runs

  • An error has occurred; the feed is probably down. Try again later.

RSS Latest Routes

  • An error has occurred; the feed is probably down. Try again later.

%d bloggers like this: