Comment by tepitoperrito | Hacker News Reader

Comment by tepitoperrito | Hacker News Reader

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Hmmm, I cofounded the company I'm at now specifically because companies trying to grow in my industry are tired of chasing "qualified leads".

So what we do is the work of getting to a request for bid or quote with target customers and forward those off to our clients.

A lot of "engineering types" including myself can be semi blind to the value of the MBA types. Or even just sales in general.

However, I think the content in the article addresses all that. They mention to:

- frame a value proposition as value creation by solving a problem for your customer

- set appropriate pricing, charge your worth

- and to network professionaly

If you're an individual running a FLOSS consultancy thats great advice to get going with sales, marketing, and B2B credibility. YMMV but for someone starting out they might not be able to afford a digital sales team or a large enterprise contract with an agency to drive growth.

> A lot of "engineering types" including myself can be semi blind to the value of the MBA types. Or even just sales in general.

I don't think these engineering types are (semi-)blind to this. It is rather my opinion that this kind of sales pitches hardly works on engineers, and sales pitches from engineers do not work for MBA types.

For example, a quite successful business consultant (who nevertheless knows a lot programming) told me between you and me that selling anything to me is insanely harder than selling to C-level executives because I nearly always find the weak points in his sales presentations and ask critical questions.

On the other hand, I somehow "do not speak the language of the 'MBA types'". The most likely reason for that is that deep inside I consider completely different properties of a product to be important than most managers.

So your company acts as if they are part of "my" company and does the boring slog of "do you want a new CRM" until they find someone with that need and connect to a CRM provider?

Yup, we start by generating leads in house (based on your on boarding discussion we help with targeting as well). Then build / execute custom email and call prospecting campaigns on your behalf. All the way up to delivering your internal sales team an opportunity. If you're in B2B find us at Quantum-Quote.com : )

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