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.