Today we discuss the basic skill all Solution Architects require - listening. Regardless of the tenure you possess, effective listening skills in a PreSales role is necessary. Honestly, you need to nail this basic skill in all business positions however it's critically important as the technical leader in a sales opportunity you control your listening abilities. If you miss the key driver or pain a customer faces during a discussion, you could lose out on a partnership as there is no rewind in a deal!
Article from the episode we cover by Melissa Daimler, former head of Talent, Learning & Development for Adobe, Twitter & WeWork. I really like how she summarizes listening which can be applied as a pres-sales architect.
Harvard Business Review - Listening is an Overlooked Leadership Tool:
by Melissa Daimler
https://hbr.org/2016/05/listening-is-an-overlooked-leadership-tool
About the Host, Gary Sloper
For 20 Years, Gary Sloper has led high-performing Tech Sales Engineering and Customer Solutions teams Globally. Growing up as a programmer and eventually a Sales Engineer, he explores the scrappy environments people in these roles face and the fun they have. After years of being nudged by his colleagues in the Ecosystem to come speak to the masses about the inner workings of supporting customers in fast-moving Tech, it's now here for all to listen and interact. Please join future topics!
Connect, chat and interact with Gary on Linkedin: https://www.linkedin.com/in/gsloper/ or email: solutions4customers@gmail.com