I was a part of a PlayBook RoundTable discussion last evening hosted by the nice guysÂ at Canvera.
The topic was How to Set Up and Create A Winning Effective Sales TeamÂ – pretty timely in my startup journey, luckily for me!
The discussion with other fellow entrepreneurs was excellent andÂ thought-provoking and great interactions with people who knew enough and people like myself who were still learning.
However, the most fundamental ideas and thoughts came from someone who completely thinks of himself asÂ “not the entrepreneur” – Deepak Prakash, VP at Tally.
Here’sÂ one (of many) quote fromÂ Deepak:
Customers don’t buyÂ Features.
They buy Benefits.
This is thought provoking for so many of us “techies-turned-entrepreneurs” who are still in the mindset ofÂ what elseÂ can we buildÂ for you.Â
Customers don’t want what we build. They want benefits.
— There … take a full minute to go over the quote again and truly internalise it. It packs a whole lot of meaning.
It helped that earlier in the morning I had read this excellent article by Joseph Walla titled This email may be worth millions of dollars in salesÂ (don’t be misled by the spammy title – it’s pure entrepreneurÂ gold!)
Just glad I’ve got to learn fromÂ a true master of his trade, Deepak.