Dishonest Enterprise Solution Sales: How Do We Stop it?

There are so many enterprise solutions out there, so what truly differentiates one application from another. Many enterprise solution sales people take advantage of unsuspecting (sometimes first-time) enterprise buyers due to their inexperience.

Here’s a great article to help prepare you for those pesky sales people. I came across this post by Michael Krigsman on ZdNet that highlights seven common lies told by enterprise solution salespeople drawn by Doug Mitchell on his free download, Confessions Of An Ex-Enterprise Salesperson: What I Really Meant When I Said.

I have heard all of these lies before, but “Lie 2. My solution does not require much of your company’s IT resources” is one of my personal favorites. It is almost impossible for enterprise solutions to perform the way it should due to restrictions and roadblocks put up by IT departments. According to Michael, the key question to ask the salesperson is What are you prepared to do when we DO encounter problems due to IT dept. A good enterprise solution salesman with a reputable application will be prepared for this question.

Read over this list before your company decides to switch its enterprise app. Buy carefully…