![]() Reps have been able to see success by blasting out generic cadences written mostly by Marketing, setting up demos before qualifying, droning through presentations without asking too many questions or engaging at all, leaning on the Sales Engineer to do most of the hard work, throwing together a proposal and offering a deep discount to get it closed. Most companies have invested so heavily in technology tools to help amplify their sales in the growth-at-all-costs model. ![]() However, for the most part, these past 10 years have been the Golden Age of Sales in tech. Don't get me wrong, the grind in Sales is always real. Let's be honest, if you've sold in tech for the past 10 years it hasn't exactly been that hard. With all of the recent chaos happening in tech it's become blatantly apparent to me that many people just don't have strong fundamentals any more, or maybe we never did. We've lost sight of the fundamentals in Sales.
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