December Features:
The Frictionless Sales Call. I've met with a number of senior level Presales leaders over the past few weeks to look at 2012 requirements. One very consistent comment is that they believe 75% of their teams still don't have a good grasp of the basics when in front of the customer - particularly for demos and for asking questions. That's where the concept of a frictionless sales call comes in. Th eonly thing you want to stick in your custmers brain is your message - yet SE's spend a lot of time creating districtaions and "noise" that prevent the message sticking. To apply physics - th eharder you have to push your message, the more friction is generated, whiich causes heat - and eventually something catches fire - hopefully NOT your deal! The article lists a number of crimes to avoid when demo-ing or asking discovery questions.
The Seven Deadly Sins Of Presale Leaders. Continuing the theme of crime and other bad things - I list out 7 sins that I "created" during a workshop with a large group of first-line presales managers.
Ask John - Making Introductions. I've been called every title under the sun (and a few more) by salespeople over the years. If part of your credibility hinges on your technical qualifications and experience then the proper introduction becomes an important start to a sales call (particularly for a webcast).
Blah, Blah, Blah is Decembers SE Book Of The Month - and it's an absolute contender to get into the Books Of The Year list - if you read Dan Roam's Back Of The Napkin then you'll love this follow-up ; which explains what to do when words don't work!
And finally - a reminder that I've recently revised my highly successful "White Boarding For Sales Engineers" class and updated it for the 2012 sales kickoff season. Email me if you are interested.
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