QUICK TIP: No Powerpoints

"No powerpoint allowed on the first sales call. Talk about their problem not your solution" – Dharmesh Shah

Last week I ran across this tip from Dharmesh Shah who was speaking at the Business of Software 2009 Conference in San Francisco. While I did not make the trip out to the conference, I was fortunate enough to bump into Dharmesh's comments on Twitter. I found his point simple but profound and wanted to share it with the PipelineDeals Community since we are all involved in the sales process. Aside from being a successful entrepreneur, Dharmesh is also an author and I now plan to add his book, Inbound Marketing, onto the "Books To Read" list. Thanks for the reminder Dharmesh that the key to selling successfully is to solve a problem.

Comments

  1. Great point. We have lived through the fallacy of thinking that a great power point presentation or brochure will make the sale. As Seth Godin says in his book, “Small is the New Big”, I discovered that no one cared about me”. Translated another way, I try to remember in my meeings that it is not about me, it is about them.

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