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
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.