http://changeforge.disqus.com/Where business and technology collideenThu, 28 Aug 2008 20:06:04 -0000http://www.changeforge.com/2008/08/22/what-you-missed-sales-advice-from-the-it-guy/#comment-1903705Great 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.jlpitneyThu, 28 Aug 2008 20:06:04 -0000http://www.changeforge.com/2008/08/22/what-you-missed-sales-advice-from-the-it-guy/#comment-1762284Amen!<br><br>The Interview.<br><br>Period.<br><br>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.<br><br>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...<br><br>Business Acumen.<br><br>Amen.GregWaltersSat, 23 Aug 2008 01:30:27 -0000