So, here I am again. I find myself where sales is a becoming a bigger part of my job than normal. As a delivery guy, I originally was uncomfortable in the sales process. Over the years, I have found that I could help in the sales process. At times, I have been thrust into a position where I have to actually perform as a sales representative. I have done ok, but I have always been relieved when we got some help. I have even read the sales how-to-manuals such as Spin Selling and Whale Hunting. Books like this don’t help much. Nothing helps like real practice.
Over the years, I have always felt that I could build the best product, but the sales team always seems to struggle to sell. There have always been a variety of reasons, including the product isn’t good enough, the clients are being picky, the price of our product, and the economy is terrible. I have shut down two different products due to lack of sales, so I am painfully aware of the impact sales can have. When I was with Cybertek, I learned from Bruce Livesay that a great product that doesn’t get sold is not a product. My teammates that worked with me during the Cybertek/Alltel/Fidelity period fondly remind me of Bruce’s tendency to wear kakis and blue oxford shirts every time I am in a sales activity.
I am looking forward to the challenge. I will continue the internal debate about whether I am a delivery guy or a sales guy for the near future. In the mean time, I looking forward to hearing “Have you sold anything to day?” Next I will be hearing someone say “This is going to be the most important year ever!”
Thanks for coming in today.