NICHOLAS: “Well, I’m heading out to try and practice.” ME: “Where at?” NICHOLAS: “The church down the street.” ME: “Do you have access?” NICHOLAS: “The first step is ringing the doorbell…” That one line stuck with me. See, my son Nicholas is 21 and studying the pipe organ in college. One of his more niche […]
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#064 – So-o-o… do you want them to remember your product… or your slide deck?
Last month, I sat in on a Lunch & Learn. The rep began by talking about their company’s founding date. I am not making this up. “Hi everyone, my name’s Kyle, and our company was founded in 1962 when our founder, Jim, decided—” <<Click>> I didn’t actually leave. But on my other screen, I was […]
#063 – “Why don’t architects respond to my emails?” (The cold, brutal truth)
Ever feel like architects ghost your carefully written intro emails? You’re not alone. A subscriber recently replied to my email with this [slightly spicy] note. Here’s a snippet to give you the gist: “Neil, I appreciate the emails. But what you fail to address is the mass ignoring of introductory emails. It’s been like this […]
#062 – The Post-Sell: How to Protect Your Spec from a Last-Minute Swap
Read time: 4 minutes =======Psst! If you’re new here, subscribe here so you don’t miss the next lesson.======= There’s a moment every product rep dreads… The architect says “yes,” so you relax. Maybe you celebrate with a coffee… or something stronger. Then, weeks later ⇉ BAM ⇇ you find out they swapped your product for […]
#061 – Fulfillment Stage: Presenting Your Product So Architects Say “Yes”
Read time: 5 minutes =======Psst! If you’re new here, subscribe here so you don’t miss the next lesson.======= However you found me, you probably already know that I’ve been an architect for 28 years [and still am]. So trust me when I say… I’ve seen a lot of reps blow their big moment. Here’s what […]