Selling the Experience

As sales engineers, we are obsessed with the products and technologies we are offering. We are so focused on how our technology solves customers’ existing problems, and so eager to show every smart functionality in our products. For that we don’t find it burdensome to give a long introduction on the technologies and common issues with the existing situation. For IT audience it may be somewhat reasonable but only to the extent that we don’t lose their interest. For sales and marketing audience, it is just torture. I had the best feedback ever recently, from a marketing guy about the slides about some functionality of the product. He said : Don’t ever show me these slides again

iPad With Wings

He was absolutely right. I did the mistake of not being ready for the marketing audience, I showed him the technical slide with some blocks and architecture. It was what the product is, and it was how the product does what it’s doing. It wasn’t why we did that product, it wasn’t our plans for that product. It wasn’t the experience. Continue reading…