Chief Quality Officer

In an earlier article I talked about the importance of getting to know what your marketing people are telling customers, so you have a better grasp of requirements from a customer’s perspective.

Now, you can sit down with the sales and marketing people and ask them what they tell customers (which is a good idea), but why don’t you take it a step further and actually be there for a product demo? You can have a sales person pitch to you directly at your office, pretending you’re a customer. Or, you can tag along on a sales call as a “technical rep” who can answer questions beyond the scope of the sales team.

You’re likely to hear a few things in the demo - both from the sales rep as well as from the customer - that will help you better understand what your product is really expected to do.

Leave your comments below … and until next time, keep adding (measurable) value, wherever you are.

- Dave Navarro, CQO