Sales Tips for Tech Folk

You’ve got to respect an article that starts off like this:

I’m not a sales person – and I don’t play one on TV. So, in case you’re wondering what qualifies a technology guy like me to offer advice on sales, my only response is this: The fact that I’m not a sales person is precisely why you might benefit from some of these tips, given that chances are, you’re not a sales person either.

Dharmesh Shah goes on to say that you don’t have to take his word for it. He’s sold over $20 Million worth of software for his startups, which include the likes of HubSpot and Pyramid Digital Solutions.

The tips are well considered, and include gems like:

• You Don’t Need Sales People, You Need Sales.
• Reveal Your Geekiness
• Seek First To Understand, Then To Be Understood (nods to Covey)
• Pretend Like You Don’t Already Have A Product
• Treat The Demo As Evidence Of A “Head Start”
• Try To Get The Customer To Sell You
• Improve The Product Immediately

For every one of these points, there is a fascinating discussion of how to make it work for you. You don’t have to be a salesperson. In fact, you shouldn’t be. The article works best by following Shah’s #1 concept: You don’t need salespeople, You need sales.

Successful Selling Tips for the Technically Gifted.