On: It Must Be A Marketing Problem

[nathanh]

By itself, why is it bad for sales people in the same company to use different slide decks or approaches?

[wyday → nathanh]

It's not. But like Steve Blank said:

The standard corporate presentation wasn’t working, so the Boston sales rep made up his own. (I asked for the Boston sales rep because in the U.S. they’re furthest from the Silicon Valley corporate office and any oversight.)

We call the five other sales people and find that they are also “winging it.”

[shimon → wyday]

In other words, there was no repeatable sales model; knowledge about what the customers want and how to sell to them was not converging.

[gridspy → shimon]

It seems unlikely that there was even a solid value proposition.