[irq]: techie interrupted14/10/2012
“ Yet when enterprise startups think about their sales process, they often forget that they are selling to people. They talk about the company’s “decision-making process,” like the organization is one fully-aligned entity that moves in lock step. They try to find all of the rational reasons why the customer should buy the product, regurgitating three-letter acronyms that they’ve heard from analysts, like ROI (Return on Investment) and TCO (Total Cost of Ownership). And then they get frustrated when the result doesn’t go the rational way it should have gone in their minds. „
Quote posted at 20:24 Comments
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