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Teaching Sales to Fish

One thing that has never ceased to amaze me is that no matter how much effort you put into making information available, sales will continue to ask you the same questions over and over (and over it seems).

We have data sheets, spec sheets, detailed product description text, and even “gasp” manuals that have things like weights, dimensions, and performance limits. Is it too much to expect them to go look it up?

Apparently it is. It seems that about half my inbound emails are questions that are answered with a quick referral to the documentation (that ALL sales gets during training, and have access to on the servers). As I pull my hair out, trying REALLY hard to not lash out, I try to think back to when I was a clueless noob. And you know what?  I never was. I knew where to look (even before Google existed), and I never asked petty questions to the people. It was always far better to learn to fish, than to have a fish handed to me.

But today? With enormous volumes of data at your fingertips, the new generation can’t be bothered to seek the knowledge, but they expect someone to be on hand to dish it out (me that is).

GET OFF MY LAWN, dammit.


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Teaching Sales to Fish
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