timothy falconer's semantic weblog
Big Fractal Tangle

Three phases of sales

Sales has three distinct phases: recon, lineup, and pitch.  Recons are researching your market and finding prospects.  Lineups are cold calls and emails, aimed at scheduling a talk with a decision maker.  Pitches are the main event, talking with stakeholders to listen to their needs and sell your solutions.

Through twenty-one years of running my own businesses, I’ve usually played all three roles, though at times I’ve trained people to help, with limited success.  Sales is tough to delegate, especially for high-level tech companies, because in the end you’re selling your talent.  Any prospect worth a damn wants to talk to someone who knows the tech, which limits things because these people are usually raking in the billable hours.  It’s also rare to find tech types who know how to sell.  The two mindsets are distinct.


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