Insights into Selling an Enterprise Search System
November 16, 2014
I find sales and marketing difficult to understand. The reality in which I watch the mine drainage dribble is different from the shiny world of “access to all information.” I was confused. Then I read “7 Secrets That Sales and Marketing Colleagues Should Know about Each Other.”
The segment I found mildly interesting concerns prevarication. You know: Telling your mother a fib about what you did on the sleep over. Check this:
Sales teams lie. This is a reality, and it’s not a bad thing. Whether it’s because they don’t know their product well enough, they’ve been trained to be too empathetic, or they’re only focused on a performance-related bonus, the sales department’s dirty little secret is that their day is awash with lies. These lies may be to colleagues or emerge from the evasive tactics of prospects, but they are something every marketer should be aware of.
Wow. So lying is endemic. Wait. The author shifts the burden to the 20 somethings’ organization, not the individual:
It’s your organization’s responsibility to create a culture of honest communication. It is much easier to get repeat business than it is to land new accounts. Focus on the long term.
If you want to be encouraged in your sales and marketing expertise, you will not want to fail to miss it. Quite a listicle. I have only highlighted one modest tip.
Stephen E Arnold, November 16, 2014
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