tag:blogger.com,1999:blog-6691994129222744759.post8667382065224590315..comments2024-03-21T11:36:24.769-07:00Comments on Dynamics GP Land: What kind of pilot are you?Christina Phillipshttp://www.blogger.com/profile/03332221198245457747noreply@blogger.comBlogger5125tag:blogger.com,1999:blog-6691994129222744759.post-21714922524952260782010-12-01T13:55:34.184-08:002010-12-01T13:55:34.184-08:00And, one more thought on the topic (can you tell I...And, one more thought on the topic (can you tell I love this?), is that if we can find a way to bring down the walls between consulting and sales, everyone benefits. Sales benefits from consulting's knowledge and consulting benefits from sales closing the deal :)Christina Phillipshttps://www.blogger.com/profile/03332221198245457747noreply@blogger.comtag:blogger.com,1999:blog-6691994129222744759.post-78491184419294291262010-12-01T13:54:07.161-08:002010-12-01T13:54:07.161-08:00Agreed. Ross uses another analogy to describe tha...Agreed. Ross uses another analogy to describe that scenario as well..."brown bear". They will eat anything. And as a salesperson being a "brown bear" will not get the desired end result-- profitability for the organization AND a satisfied, referenceable account. They is a balance to be found, and I think a lot of organizations resist the need to sit down and find theirs.Christina Phillipshttps://www.blogger.com/profile/03332221198245457747noreply@blogger.comtag:blogger.com,1999:blog-6691994129222744759.post-22423672833263880932010-11-29T07:18:23.361-08:002010-11-29T07:18:23.361-08:00That is a great analogy.
I would add, though, t...That is a great analogy. <br /><br />I would add, though, that I'd hope that the pilot in the third scenario would have the experience and authority to be able to push back, if needed, and say "you know what, we're got going to attempt this - the plane simply wasn't designed to take off in a tornado."<br /><br />The reason why many of us implementers may be overly cautious is because, when given the mandate to "close the sale," many salespeople put the implenters in exactly that kind of predicament. While promising that the plane can fly in inclement weather, the salesperson neglects a few qualifiers.<br /><br />The kicker is this - many salespeople don't know that these qualifiers even exist, let alone communicate them to the prospective client. We're not being cautious because we only think in terms of "doom and gloom", but because there may be a real danger that needs to be mitigated.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-6691994129222744759.post-78099859148644578822010-11-18T12:11:21.114-08:002010-11-18T12:11:21.114-08:00Another good analogy, Steve. I think if everyone ...Another good analogy, Steve. I think if everyone could take a step back, they would realize that being a team with shared goals would benefit the customer as well as the partner.Christina Phillipshttps://www.blogger.com/profile/03332221198245457747noreply@blogger.comtag:blogger.com,1999:blog-6691994129222744759.post-48921840533704279172010-11-15T20:12:06.366-08:002010-11-15T20:12:06.366-08:00I appreciate the analogy as well. I was recently ...I appreciate the analogy as well. I was recently at a project kick off meeting, and one of our consultants seemed Hell-bent on pointing out every possible pitfall in the project.<br /><br />I was wondering how this guy ever got past the first date with his wife to be.Steve Chapmanhttps://www.blogger.com/profile/08297725137035596753noreply@blogger.com