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Confessions of an Ex-Enterprise Salesperson:
What I
Really 
Meant When I Said ________.
By Doug MitchellCopyright 2008 All Rights Reserved©
West Des Moines, Iowa, USA • 515.309.1531 office • www.mitchgroup.com
 
 
 
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 3.0 United StatesLicense
 
Contents
Introduction ..................................................................................................................................... 3Glossary ....................................................................................................................................... 6Chapter 1: My solution is the one that best meets your needs ..................................................... 7Key questions to ask your ESS ..................................................................................................... 9Chapter 2: My solution does not require much of your company's IT resources ........................ 10Key questions to ask your ESS ................................................................................................... 12Chapter 3: My solution is supported well .................................................................................... 13Key questions to ask your ESS ................................................................................................... 14Chapter 4: My solution will save you time and money ................................................................ 15Key questions to ask your ESS ................................................................................................... 16
Chapter 5: That will take 2…
maybe
3 weeks to develop ............................................................. 17Key questions to ask your ESS ................................................................................................... 19Chapter 7: Here are my prices ..................................................................................................... 20Key questions to ask your ESS ................................................................................................... 24Chapter 8: Here are my contract terms and conditions .............................................................. 25Key questions to ask your ESS ................................................................................................... 26Conclusion ..................................................................................................................................... 27Author Biography .......................................................................................................................... 28Reviews and Comments ................................................................................................................ 29
 
 
This work is licensed under a Creative Commons Attribution-Noncommercial-No Derivative Works 3.0 United StatesLicense
 
Introduction
The title of this book came to me as I sat in my home office planning thestrategic direction of my new business RentalMetrics.Each new idea quickly summoned the "Make sure this is not an enterprise solution"mental checklist. That is
, I was checking to make sure I'm not building abloated, over-featured, and "dead before it starts" solution that wouldinevitably be my undoing.
 I've been down the enterprise solution rabbit hole a few times now.Granted, all have been tremendous learning experiences including globaltravel, nice hotels, and meetings with very interesting business people. ButI'm confident stating that theenterprise solution sales sandbox is a place in which I nolonger wish to play. Pleaseaccept that my irreverence andsardonic commentary about theenterprise stems from my ownpersonal experience over the last14 years,
and I wouldn’t trade
that for anything!I'm not suggesting that I
’ve
lived a life of lies. There are no perfectsolutions for the enterprise and never will be. It's up to the salesprofessional to convince the target that she's got the best possible solution,despite the facts. Is lying requisite? No. Salespeople are not lying,
they aresimply framing the truth in a way that closes the deal and provides a big payday.
 My enterprise experience crescendoed when I was asked to write abusiness plan asking for $1 million in venture capital funding. Thirty dayslater...we had a cool million in the bank. We planned on getting 6-figure
Salespeople are not lying,
they are simply framing the truth in a way thatcloses the deal and provides a big payday.
 
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