Advice on Selling Complex Tech: Stay “Above The Glass”
I see it all the time. A sales rep, armed with fancy new technology, walks into his prospect’s office and tries to wow them with buzzwords and complex techie lingo. Figuring that they’ll really impress their prospect with their industry knowledge, they actually end up hurting their chances of closing the sale because the prospect ends up feeling overwhelmed or stupid. Imagine if Steve Jobs had tried to do this when he introduced the first iPhone. He walks out onto [...]