Developing Your Sales Story – Paul Kenny

Here’s a great session I came across today from a Joel on Software posting:

This gets to the heart of what companies need to do: focus more on the customer; their situation, their needs, their challenges. Even I’ve been guilty of spending too little time on them and too much time on me: what I am selling, what I have to offer, what I need from them.

Author: Mike Hillyer

Based in Calgary, Canada, I've managed the Enterprise Sales Engineering team at Message Systems since 2006, helping senders such as Facebook, Salesforce and Match.com get the message out to their customers. Previously I was a Technical Writer, Trainer and Speaker for MySQL AB, the makers of the world's most popular Open Source RDBMS.