The Problem with Spray-and-Pray Software Salespeople: Homework
I've long been a believer that all the talk that software is now "bought" and not "sold" is wishful thinking. Other than Atlassian, most software companies eventually have to hire sales people if they want to build a real business. (We discussed this with the top management of Atlassian, Jive and Box here.)
But here's the thing: Those sales people have to be good.
I just got this pitch in my inbox, not moments after I posted for the second time that I'm trying to find a Yammer substitute for our virtual newsroom:
Hi Sarah,I noticed that you are the CEO at your company, and that your company has a Yammer trial network.Yammer is the pioneer and leader in Enterprise Social Networking. Our platform has been adopted by 85% of the Fortune 500 to drive team collaboration, boost employee engagement and transform the way business gets done.As the CEO of your company, I thought you would be the best person to reach out to in order to discuss Yammer in more detail. If you think it would be more appropriate for me to speak with someone else from your organization, please put me in touch.I am looking forward to hearing from you.