As a part of an Overture sales meeting in the summer of 2012, we had the speaker Marty Clarke (http://www.martyclarke.com/) address the team with some humorous thoughts on the sales process. Marty’s talk was aimed at senior salespeople, so it was beyond the basics of ABC (always be closing). I found his material to be very interesting and useful. This blog describes some of his points.
About the Author
Prayson Pate is Chief Technologist and co-founder at Overture. Prayson is a technology evangelist with a proven track record leading teams and delivering products. Since 1983 he has been building Carrier Ethernet and telecom products for service providers and network operators around the world – both as an individual developer and as a leader of development teams. Prayson spends much of his time driving adoption of Overture’s new Ensemble Open Service Architecture, which includes aspects of automation, virtualization, SDN and NFV. He has a BSEE from Duke, an MSECE from NC State and is the holder of nine US patents.
Follow Prayson on twitter: @praysonpate
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