I am a huge believer in unsales. And not in the pharmaceutical industry sense. Because “shipping is a feature“, and because I intensely dislike the “do it for me, then hand me the keys” mentality, I routinely follow the unsales methodology. What is unsales? It is [almost] only selling what a customer can use today. I …
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the failure of the technical sales cycle in enterprise software
Specifically in the realm of data center management and {{automation}} software, but applicable to all other niches, sales people are too focused on this quarter, their commission, and getting ink on the page. In the broader context of the software companies producing tools / products, there is a general focus of getting to the next customer – forgetting …
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