Joint Sales Calls

Posted by Dave Kurlan on Thu, May 01, 2008 @ 20:05 PM

There is a great post written by a guest blogger over at the Inside Sales Blog.  This post should be provided to salespeople in all companies that employ product managers who, despite the many ways they are utilized, cannot be confused with sales managers.  Those of you who employ product managers might also want to take heed as this guy gets it and is quite frustrated by the salespeople who rely on him to do their jobs.

This could have been written by other people with other titles too.  Salespeople tend to use Account Engineers, Application Engineers, Product Specialists, Technicians, Manufacturer Sales Engineers and other technically inclined people this way too.

There is a time and a place for others to become involved in the sales process.  They key is for your salespeople to use them wisely, get the call set up where the expert's presence can be used as leverage, and do that consistently.

(c) Copyright 2008 Dave Kurlan

Topics: coaching

Subscribe via Email

View All 1,850 Articles

About Dave

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 nine 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

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards  

Top 50 Sales & Marketing Blogs 2021

Sales & Marketing Hall of Fame Inductee

2020-07-20_14-45-52


 

2020-Bronze-BlogIndi

MVP2018_badge_winner_SPC

Top 50 most innovative sales bloggers

Top100SalesInfluencersOnTwitter

Hubspot Top 25 Blogs

 

2020_Top20_Web_Large_assessment_eval

2020-Gold-AssessTool

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader