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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Replying to @patio11
Example: if you say a "Reach out to me if you have any questions" about an API, and I do, and you are non-technical, you get bozo bit.
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Replying to @patio11
Another: Sales reps and engineers have very culturally different attitudes with regards to what I will charitably describe as bluster.
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Replying to @patio11
For example, there are a variety of ways to mean the sentence "I've worked with your CEO before." Sales reps and engineers mean it different
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Replying to @patio11
A sales rep would mean "We have spoken" with that sentence, and hears it as such. An engineer means "We shipped projects together."
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Replying to @patio11
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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Replying to @patio11
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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Replying to @patio11
Incidentally: mild bait-and-switch is culturally acceptable among sales reps and makes engineers volcanically angry.
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That was very nearly a "I call your CEO's cell phone to ask WHAT THE ACTUAL %#(0" level of unhappiness producing in me and *he didn't know.*
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