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Someone who talks to people all the time about what they want is a twenty-six-year-old woman I'll call Claudia Gomez. She is what is known in the headhunting trade as a "ruser," meaning one who performs ruses, one who uses surreptitious methods to trick receptionists into giving out names and job d…

[...] there are so many software firms that just selling them software can make a company one of the fastest-growing software firms. [...]

Above that, it's "Department-level Discretionary," about three grand. At most Fortune 1,000 firms, all purchases above three grand have to go through a purchase requisition manager, who is someone who has taken classes and been trained to sit on a department's purchase order until the very last day…

When Mans gives a demo, what he's waiting for is what salespeople call "the drift-off moment." The client's eyes get gooey, and they're staring into space. They're not bored -- they're imagining what they could do with Surveybuilder. All tech salespeople mention this -- they've succeeded not when t…

[...] Engineers are notoriously too fast with the solution to the customer's problem. They don't show empathy. Making the problem seem too easy to fix is to make the customer feel stupid for not having fixed it earlier.