Comments on: Convergent Technologies: War Story 1 – Selling with Sports Scores

By: Amazing Posts « Shashank ND

Amazing Posts « Shashank ND — Thu, 11 Feb 2010 13:48:24 +0000

[...] A common mistake most tech guys do is to feel that sales are based entirely on the product. This post by Steve Blank is a must read for all the Tech guys – Convergent Technologies: War Story 1 – Selling with Sports Scores [...]

By: Jerry Sheridan

Jerry Sheridan — Fri, 06 Nov 2009 22:12:18 +0000

Steve,
I don’t think you and I overlapped at CT (I was there from 87-91), but your picture looks familiar. Perhaps we’ve passed at a couple of tradeshows. I worked for Gene Lucier and Eric Carlson. Have you joined the CT group on LinkedIn? Jim Wheeler puts together a semi-annual get together. Let me know if you have any questions regarding that group.

I’ve tried to read a lot of your History of Silicon Valley posts. They are very interesting.

Now, I have an assignment that I would like to request your help with. Memorex is turning 50 years old in 2011. We are putting together a plan to have some sort of gathering, lectures and celebration. So, here is my assignment. Find out Memorex’s position in Silicon Valley. Some say we were the first PCM in the valley. Others say Larry Spitters & Co. were the first computer entrepreneurs here. Were we anything first? Any answers or pointers will be appreciated.

Thank you,
Jerry Sheridan

By: links for 2009-06-25 « Blarney Fellow

links for 2009-06-25 « Blarney Fellow — Fri, 26 Jun 2009 01:08:07 +0000

[...] Convergent Technologies: War Story 1 – Selling with Sports Scores « Steve Blank (tags: startup presuation) [...]

By: Prakash S

Prakash S — Thu, 25 Jun 2009 18:34:35 +0000

Hi Sean,

Couldn’t agree with you more. Which is precisely why I mention *it depends on audience* — take genuine interest in cultivating the relationship by talking about things that interest your customer — for some it could be sports scores, for others it could be the latest presentation on highscalability.

By: Sean Murphy

Sean Murphy — Thu, 25 Jun 2009 17:23:37 +0000

@Prakash: at least for software there is an implicit relationship established. It’s not a used car transaction where buyer and seller never have contact after the sale. Investing effort in getting to know the customer is an important aspect of developing a business relationship. You don’t have to read sports scores but you do have to take an active interest in their situation and operating realities.

By: steveblank

steveblank — Thu, 25 Jun 2009 16:04:16 +0000

Prakash,
This is at the dawn of time, but I seem to remember when we first started selling the IWS, our first product, there weren’t any.
I believe they came later (after the AWS or NGen.)

Someone correct me if they have a better memory.

steve

By: rick

rick — Thu, 25 Jun 2009 15:57:58 +0000

Great post. I’ve been in the exact same situation. Old, lazy guy with no ability to hussle completely outsold me.

By: Jerry Ji

Jerry Ji — Thu, 25 Jun 2009 15:50:59 +0000

Hence the need for the segmentation and analysis of the markets, a topic that is covered both in this post and in Steve’s book.

By: Prakash S

Prakash S — Thu, 25 Jun 2009 15:10:11 +0000

And one more thing, that *consultative selling* bit depends on the audience, some folks like to get straight down to business

By: Prakash S

Prakash S — Thu, 25 Jun 2009 15:07:19 +0000

Hi Steve,

Didn’t Convergent/ other companies not have sales engineers back then?