I wish SaaS companies would give their sales reps a two-hour "How to talk to your prospect when you've determined they're an engineer" talk.
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The single best thing a non-technical sales rep can do to make sure the deal goes through is make sure engineer internal trials continue.
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Props to Richard at keen.io for getting this -- I was at the "Play with the tool" stage and he got a timeline out of me and followed up ~5x.
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