You know more about your own product than your customers. Your experience gives you insight into what works in the real world, and what doesn’t.
This may require selling a lower margin solution, supplementing your product with training or professional services, or sharing the sale with a partner.
Any short-term loss of profit will be offset by the long-term benefit to your own reputation. Successful customers will become your biggest advocates, and your best salespeople.
In Behind the Cloud: The Untold Story of How Salesforce.com Went from Idea to Billion-Dollar Company-and Revolutionized an Industry, Marc Benioff and Carlye Adler share 111 short stories and lessons that shaped the successful realization of this ambitious vision. An entertaining account that is packed with useful insights on everything from sales and marketing, to leadership and giving back.
