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Sales and Engineering: Closing the Gap

March 7th, 2022 / By: / Published in: SillyCon Valley

In software sales and marketing, you are only as good as the team behind you.

You must get to know what they do, how they do it, and why to better understand them, to be on the same wavelength. After all, you are supposed to have the scoop on what you are actually trying to sell. As a rule of thumb, you should have a working knowledge of what goes on in a developer’s environment. And it starts with asking questions.

Ask the Right Questions

Ask the right questions, and keep asking them until you understand the answers. Only then you will be able to see the method behind the madness. Hopefully, you’ll learn about the products they’re working on!

Find Common Ground

This could be common passions, interests, motivators, and even hobbies. You will surely find something in common with most folks at the company. As much as your own health concerns allow, eat lunch together whenever possible , talk over a beer, coffee, or whatever, or just take a few minutes to chat.

It’s the What, Not the How

Creating a software product is hard. Not because of the code, but because of the gap between what the client usually wants – and what is really possible. Therefore….

Ask LOTS of Questions

Ask about the big picture, fine details, challenges, and deliverables. How should developers approach a new problem? How do they break it into smaller pieces? How do they identify which of those they should worry most about? When should you check back in? How can you help?

When it comes to straddling the gap between sales, marketing and developers, you, the sales wiz, should be able to adapt. Even if it feels awkward at first, keep trying!