Comments on: What You Missed: Sales Advice From the “IT Guy”. http://changeforge.com/2008/08/22/what-you-missed-sales-advice-from-the-it-guy/ where business and technology collide... Wed, 17 Mar 2010 05:36:14 -0600 http://wordpress.org/?v=2.8.6 hourly 1 By: jlpitney http://changeforge.com/2008/08/22/what-you-missed-sales-advice-from-the-it-guy/comment-page-1/#comment-4471 jlpitney Fri, 29 Aug 2008 00:06:04 +0000 http://www.changeforge.com/?p=326#comment-4471 Great article! And I agree that the interview process should be a place to learn and understand. This is how you can then go back and offer a real solution, particularly if security is part of the equation. Great article! And I agree that the interview process should be a place to learn and understand. This is how you can then go back and offer a real solution, particularly if security is part of the equation.

]]> By: Jeff http://changeforge.com/2008/08/22/what-you-missed-sales-advice-from-the-it-guy/comment-page-1/#comment-437 Jeff Thu, 28 Aug 2008 23:06:04 +0000 http://www.changeforge.com/?p=326#comment-437 Great article! And I agree that the interview process should be a place to learn and understand. This is how you can then go back and offer a real solution, particularly if security is part of the equation. Great article! And I agree that the interview process should be a place to learn and understand. This is how you can then go back and offer a real solution, particularly if security is part of the equation.

]]> By: GregWalters http://changeforge.com/2008/08/22/what-you-missed-sales-advice-from-the-it-guy/comment-page-1/#comment-431 GregWalters Sat, 23 Aug 2008 04:30:27 +0000 http://www.changeforge.com/?p=326#comment-431 Amen!<br><br>The Interview.<br><br>Period.<br><br>What I love about stating that the interview is the most important tool in the MPS shed is - MY COMPETITION WILL NOT LISTEN, DOES NOT BELIEVE AND WILL LEAD WITH A VOLUME ASSESSMENT.<br><br>And even more delicious, if my "competition" decides to use my Talk Track - they will fall on their face because they see it as a tactic leading to a close - NOT a device to attract their Prospect by solving problems....business problems...<br><br>Business Acumen.<br><br>Amen. Amen!

The Interview.

Period.

What I love about stating that the interview is the most important tool in the MPS shed is – MY COMPETITION WILL NOT LISTEN, DOES NOT BELIEVE AND WILL LEAD WITH A VOLUME ASSESSMENT.

And even more delicious, if my “competition” decides to use my Talk Track – they will fall on their face because they see it as a tactic leading to a close – NOT a device to attract their Prospect by solving problems….business problems…

Business Acumen.

Amen.

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