#60 Accidental Sales Engineer to Company Owner

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