Friday, May 09, 2008

Do Geeks Need Sales Training?

Yes, according to Martyn Lewis, founder of Market-Partners, and once a lowly geek himself who screwed up his fair share of sales by not understanding the process.

There's a great story in The Geek Gap, courtesy of Paul Glen, author of Leading Geeks, about an engineer on a visit to a customer, who, when asked for his opinion of the company's technology replies "You have NT installed on some of your servers. Only an idiot would do that." And didn't realize that he had blown the sale. Of course most geeks would be smart enough not to do something like this, or so you might think.

The days of keeping geeks locked in the basement are long over. In successful companies, especially technology companies, they have to interact with customers. Can sales training help them be better at it?

That's the subject of my new article in Inc. Technology on the Inc. Magazine website. It turned out to be a pretty fun piece...if you check it out, let me know your opinion.


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