Something for all tech entrepreneurs: Paul Kenny's talk about sales at #BoS2009
Paul Kenny spends most of his time trying to persuade sales people to be more entrepreneurial. But most people in the business of software have the opposite problem. We're entrepreneurial, but we need to more salesy.
In this video, Paul talks about sales stories and about how we, as entrepreneurs, can use them to bridge the gap between our technical insights and our customers' commercial needs.
Brilliant.
If you liked this talk then follow me on twitter, and check out the conference web site (there are other videos from previous years there too).
(P.S. The early bird discount for BoS 2010 expires soon. If you want to come to Boston in October and hear Joel Spolsky, Dharmesh Shah, Seth Godin and many others, and discuss the business of building sustainable, profitable software businesses with your peers, then take a look at the web site).
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Awesome. I couldn't agree more that sales is not about "the sale", but about helping the potential customer understand how our products/services can help them.
Find out their needs, and tell a story of you can fill it. Awesome.
Posted by: Pool Service Software | July 03, 2010 at 09:03 PM