http://changeforge.disqus.com/Applying technology smartly, engaging change considerately and motivating people genuinely.enThu, 28 Aug 2008 20:06:04 -0000http://changeforge.com/what-you-missed-sales-advice-from-the-it-guy/#comment-1903705<p>Great article! And I agree that the interview process should be a place to learn and understand. This is how you can then go back and offer a real solution, particularly if security is part of the equation. </p>jlpitneyThu, 28 Aug 2008 20:06:04 -0000http://changeforge.com/what-you-missed-sales-advice-from-the-it-guy/#comment-1762284<p>Amen!</p><p>The Interview.</p><p>Period.</p><p>What I love about stating that the interview is the most important tool in the MPS shed is - MY COMPETITION WILL NOT LISTEN, DOES NOT BELIEVE AND WILL LEAD WITH A VOLUME ASSESSMENT.</p><p>And even more delicious, if my "competition" decides to use my Talk Track - they will fall on their face because they see it as a tactic leading to a close - NOT a device to attract their Prospect by solving problems....business problems...</p><p>Business Acumen.</p><p>Amen.</p><p></p>GregWaltersSat, 23 Aug 2008 01:30:27 -0000