I've noticed some trends as I continue to jump on these market research calls about my idea.
The people who I spoke with that are already working in a technical sales role all seemed to be focused on problems with the process. Those conversations were almost all focused on execution. Things like "how to structure a technical proof" and "how do I take a customer that's bought and make sure they remain a customer by getting them to production".
If I decide I'm going to focus on technical sales managers (sales engineering leaders, Field CTOs), I'll want to highlight the process. These are certainly problems that I should consider, and things I know how to solve.
The more interesting conversations, though, were with the people who aren't currently in professional technical sales roles. Those calls all ended up being about the psychology of selling, and the stories those people told themselves about their relationship to sales.
I realized that when people are just getting started; they need to understand what selling actually is and that anyone can do it. By helping them understand the mechanics of selling, and that they don't "have to be good at it" - rather, they just need to help their prospects solve their problems and tell them stories about how they can accomplish their goals. This will help them get past their blocks and move forward.
I also need to test the market by getting something out there that I think can help people. This is important because I don't want to spend an enormous amount of time building something that no one wants.
Here's my thought - I am going to put out a short ebook on how storytelling is the key to closing million dollar customers. I started working on the rough draft this past weekend. And I hope to have something I'm ready to share with some folks later this week or early next.
If you're interested in being a beta-tester, hit me up in the comments below, via email, or on LinkedIn and we'll connect. And of course, sign up for my mailing list and you'll get a weekly summary of all my posts, so you'll never get behind on my progress. Thanks!!
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