The Technical Buyer: “They can say no, but they can’t say yes” – Don Carmichael
In this show we will discuss:
- How and why Don went from an integration engineer to owning his own company
- What a presales engineer looks like
- 1/3 Technical
- 1/3 Domain industry knowledge and add value
- 1/3 People communication and presentation
- What is BANT?
- Types of customers
- Technical buyer
- Sponsor
- Decision Maker
- Champion/coach
- Gatekeeper
- the HPPO (or HIPO)
Some more links from the show:
Music on the show: Watchmaker’s Daughter by Reeder