on 5/22/02 1:45 PM, Nicholas Froome at [EMAIL PROTECTED] wrote:
> IMHO WiTango sells itself. Count me in for UK evangelism!
I have not been following this thread but the comment above did prompt me to
comment.
The idea that a product "sells itself" is dear and close to anyone's heart
that works to a high standard and who assumes other people work to a
similarly high standard. They assume that the savvy consumer will perceive
the superior value if only they are shown the light.
But if that was true Tango would be the market leader as it was certainly
shown to a wide array of people throughout it's life. But they bought
(possibly) inferior products that were sold more effectively. The Lasso
product comes immediately to mind (probably Cold Fusion, also). Blueworld
made a big splash at a MacWorld by buying a huge banner space that you had
to look at as you rode down the elevator to the show floor. Everyone thought
they had a "big presence" even though (as I remember) they didn't even have
a booth.
There is a very great difference between a capable salesperson and a capable
developer/evangelist. One may or may not know what he is talking about but
will sell the product (no matter what it is) and the other will competently
answer questions all day long as he starves to death because he never asks
for the sale.
I was in sales for over 20 years and know of where I speak.
If WiTango has not yet obtained the services of a top flight sales manager
who can drive their sales efforts they will have a tough row to hoe.
I'm hoping for the best.
And of course I have to get in my engineers selling stuff joke (and HP set
the standard for that).
HP is about to open a chain of sushi bars world-wide. Of course they want to
sell the product on it's merits and so are calling the chain . . .
"Cold, Dead Fish".
Michael Heth
Web Information Architect
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