Your traditional sales call combo

Yes, I’ve been asked to tag-along on a sales call in the past at IBM. Substitute Dilbert for Jean-Francois, there, you can say you were there (hey, I never lied about the fact I was geek’ier than your average rep – hence the technical sales thing)…

To be honest, sellers at IBM, like a lot of other IT vendors, now have much techno savvier sales reps, and there is little fat anymore in sales – anyway, nothing the likes of the following cartoons.

Today, either you know your product, or you don’t. And if you don’t, let’s just say you’re not playing your cards right. Customers have little patience for chit-chat. We need to provide value fast nowadays.