Engineers Don't Want to Hear from the Sales Force

Posted by Dave Kurlan on Wed, Jul 30, 2008 @ 15:07 PM

Today I'm in Dallas, speaking at ABP's reseller conference. At lunch I met a professor of computer science from the University of Texas who brought his lab students who research VOIP, to the conference to learn about the practical applications of VOIP.

I mentioned that when they attend my talk on selling that instead of trying to follow along and learn how to sell, they should recognize how difficult selling is for all of the people in attendance.  Then, they could use that understanding to support the sales force when they enter the work force  and engineer products for commercial sale.

I explained that in a typical manufacturing scenario, sales asks why engineering can't make what their customers are asking for, while engineering asks why sales can't sell what they make.  I didn't expect the reaction I got; they laughed - really, really hard - couldn't stop.

It's been an hour since lunch and while I'm posting this, they're leaving the conference.  Even in their formative years, they don't want to know what sales folks have to say.

(c) Copyright 2008 Dave Kurlan 

Topics: leadership

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for eight consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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