June 26, 2005
complex selling
My old friend Hamish, a top SAP financial software consultant, has been riffing lately on what he calls “Complex Selling”:
Understanding the Market
Understanding the Offering
Finding likely customers
Prospecting
Initial discussions
Engagement
Managing the Sales process
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11 Responses to “complex selling”
Look, I think it’s great that you had scrambled eggs for breakfast, but… Nobody cares.
::: Gagging on my scrambled eggs :::
This is like, that “joking” I’ve heard something about, right?
I mean, you did not just post that from a high horse. I am not amazed at the breathtaking [do I need to say it?] of this post. There are no examples of this at GV that might lead me to this conclusion.
Right?
(Sorry, but I couldn’t leave it alone.)
Clarification: Not “of this post”, but rather “of that statement”. The rest of the post is foine.
“MASS INDIFFERENCE TO BREAKFAST CHOICE IS NO LAUGHING MATTER!!!”
Ha!
Why? Because, in something as simple as scrambled eggs, you might discover the true nature of the market.
Small things, large inspiration. Now get back to the eggs, and know that I care.
BTW, my offer to help out still stands (if your eggs aren’t keeping you too busy).
“Martin’s Egg Blog. Changing capitalism one yolk at a time.”
Heh.
Exactly. Small steps…
Actually, I would classify “Martin’s Egg Blog; Changing capitalism one yolk at a time” as a specialist blog.
BOOM! Walked right into my trap! Ha!
That is all true unless your name is Boo and you have managed to come up with a concept where in Booland it’s interesting to hear about Boo having scrambled eggs boostyle.:)
some people like to read about scrambled eggs. some people don’t care at all about marketing blogs. but what you say about specialization is of course true.
Subvert the activity. Start by picturing in the customer’s collective mind a new style of breakfast. Picture her working with a great team as we have. Now work backwards and come to the product that we can supply — but that is only secondary — because we are great people that can solve problems.
Hot new trend that’s taking the blogosphere by storm: “Egg Blogs”. Heh.