I had an astonishing conversation today with an ex-Citrite who mentioned that in a discussion with a Citrix salesperson they admitted to not knowing who Brian Madden is. This, firstly, astounded me and then get me thinking that it’s not really said salesperson’s fault – why should they know if no-one’s told them?
So, this post is about arming your sales people – or any frontline, customer engaging employee – with the relevant blogs to read, tweeters to follow or, as importantly, the 3rd part eco-system vendors that help to keep their customers happy AND enable more license sales. I add in the 3rd party eco-system vendors because said salesperson also did not know about a desktop VDI vendor that absolutely helps solve some of the bottlenecks within VDI.
These days, it is no longer good enough to know information about your own products, you should – and must – know what your competitors are up to, know how your solutions stack up against them and also be fully cognizant of any other vendors that you collaborate, or partner, with to make your own solution of more value to your potential customers.
My recommended ‘must reads’ for specific technology areas are:
Networking – Greg Ferro Packetpushers.net
This might all seem “teaching Granny to suck eggs” and just common sense, but the example stated in the first paragraph clearly demonstrates that we DO need to tell people, versus teach, which eggs to suck! I strongly urge HR teams to ensure that new hire induction includes this topic.
Armed with this information will certainly endear you more to your customers and prospects, but also make you a better community player. After all, you can’t engage in a community conversation if you’re not even aware it’s taking place, can you?