Tuesday, August 15, 2006

New Post after Long Hiatus

After a long hiatus I’m back. I recently, actually yesterday, started a new job. I won’t comment on the company just yet because I’m not sure where they stand with the whole blogging thing. It’s a technical company and in severe start up mode. It’s what I’ve been working on and what I’ve used as an excuse to not post here in some time.

So, I’m back. I May have one reader and even he may have abandoned me by now but I hope to offer some insight into the sales process and specifically into the technical sales process.

Good technology is a commodity in today’s market. It’s expected to be there. Most of the time it doesn’t deliver the expected results. Too many companies, whether they are technical start ups or consumer based product companies, believe their own hype. There is never any competition according to the engineering pundits internal to the company. The reality is that everything has competition and forgetting that, or worse, underestimating that, is the death knell for your product.

And while your technology may be the latest and greatest, if you don’t execute on the expectations you’ve built up it won’t matter. You’ll quickly become an afterthought and those key design wins will become dust.


Anonymous Anonymous said...

No matter how one wants to separate the 'technical' sales process as something that is somehow more difficult to navigate and understand because it deals with electronics - it still boils down to one simple thing: personal relationships! As a part of that one thing, trust is at the forefront of that relationship. Technical sales is no different from any other worthwhile endeavor. If a buyer or an engineer or a marketing executive doesn't trust you, it doesn't matter if it's your 5th or 105th engagement with that person. Only when they trust you, and in that, they find that you are true to your word and don't waste their time, will they embrace the relationship and bring you in to their circle. This person will come to you when they need help with a purchase, new design or when simply brainstorming a new concept. Trust, the most basic of human needs is really what it's all about.

I know I put myself here as Anonymous but please know, I am in this field as well...I may not have 18 years of sales experience but I have been doing this for a little while...

10:22 AM  

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