Now In Partnership with

Buyers are getting less and less enchanted with the sale person.  This is especially true in the software biz.  … They say when they first engage and they’re looking at different software companies, they always say, “Are you the sales person?”  And if the answer is yes, they go, “Could you bring a sales engineer?”  And what they say when they hang up is “No one listens to a sales person, right?They're just going to come, they’re going to promise everything, they’re going to tell us everything we want to hear and then they’re going to leave and we’re never going to be able to find them again.  So we have to make sure we have an engineer in the room,”… The reputation of sales people has been dropping.  And now they want industry experts.”