Over my past few posts, we have talked a lot about vendors’ reseller programs and their relevance in today’s business climate, as well as the need for missionaries to take your technical message and solution to market. Shifting gears today, let’s discuss how we all think about the most important of business processes: getting the sale.
I was young in technology sales at the time when technology sales were young too, and you didn’t get tossed into the water to see if you could swim or not. The analogy was that the young sales guys were like the ‘new dogs.’ We were sent to work with the ‘old dogs’ so that they could show us how to do it. Kind of makes sense, right?
Well, a lot of what the ‘old dogs’ taught us was complete BS. Or, maybe more appropriately, complete dog s$%&. Continue reading