WHAT HAVE YOU SOLD TODAY ??

2 minute read- ( reference prior editions if context is needed)

June 14th 2018

western burbs mass, the late 1980's. a "hot, well funded start up valued at a Billion" is known as a "hot, well funded start up valued at a Billion". A Unicorn is a funny looking horse with a horn on its head used in parable in childrens books. Nearly 30 years before Laurel and Yanni drive the world insane .

The Debrief with Dane, The Strategy Unfolds

ACME Camera HQ- Visitor Parking 

6:15pm - The salesman reaches for the lunch box sized “car phone” hidden in the back seat under a raincoat (original phone stolen from vehicle in the parking lot of The Sports Club ) Dialing Dane's office..........

6:16pm- Dane Buford, Best Damn VP of Sales on the Planet, picks up. “Yo”, ““How’d we do?” says Dane.“Freaking Unbelievable, starts the salesman, “Jus Got the Livin Snot Beat’en out of me for 15 minutes”. “THAT …. was a Freakin Blast”, groans the salesman sarcastically. “Ha “…… Laughs Dane, “Love it, Ju Blame me?”, he asks. “Absolutely", offers the salesman, " I know you wouldn't want it any other way", he jabs, tongue in cheek.

“Actually, met with Henry”, he continues, “Good” replies Dane,” sounds like an excellent sales call” “Ju tell that Joker you’re going around him?” “Absolutely not”, replies the salesman, “who do you think I am, DD?”, referring to a sales colleague and former demo jockey who took Dane’s advice to “tell that guy you’re going around him” a little too literally and found himself escorted to the parking lot of a Fortune 500 company. â€œJust “Doped" for 15 minutes “, “Good…., I like it,......Very Good…” says Best Damn,

620pm- “What’s the game plan? You not gonna deal with THAT JOKER?” Dane questions. “Of course I’m gonna deal with him", says the salesman, “but we’ll find a way to squeeze him “. â€œThat kid you met, Chip, is an MIT guy, well respected technically, loves our stuff, he gets it, he knows we got the best shit", says the salesman.” “It’s a big company, we’ll get the right pilot project, make it successful, get groundswell at lower levels and get sponsorship with the business guys up top”. "We’ll be smart about it”. “Henry will flip once we get buy in all around him-perfect squeeze play.”

“Will take me some time to build out. “I got some hooks into Chip, I think he’ll be a technical champion for us and provide good backchannel info. I have to earn trust, but we’ll make it happen, says the salesman.

6:22pm “Excellent, I’m ready to head back over there next week”, says Dane, laughing, fully expecting the salesman to push back but knowing it will drive him to close the deal. “That’s Ok Dane, we got it”, says the salesman, “believe me, were gonna need you down the road”., “I got work to do first”, employing a bit of a YABBA DABBA DOO delay tactic on his own boss,

6:23- Dane, your ok with some 6 month eval licenses in there right?, inquires the salesman in the days before Freemium. Eval Licenses ???, bellows Dane, Absolutely!, they can take advantage of our 15k/license Eval package, Pay 15k a license and forget about the 6 months, THEY CAN EVALUATE IT FOREVER . Evals? , you don't wan't to put eval code in there. We demand committment. We aren't putting our weapons in the hands of untrained users!!

"Dane, Hold on", says the salesman, " What do you think I am , a moron? No one is talking about untrained users and no money". "I think I need your help with the licenses for a little while." "It will shorten our sales cycle and eliminate the competition." "Look, its been a long week", says Dane, "Why don't you go home, think about it, and come back to me on Monday, A little more clearheaded".

6:25pm- “Ok, headed to the sports club now”, says the salesman, “have a good weekend”., “You too”, says Dane, “Bring that puppy in.” “We got two weeks left in the fiscal!” “That place is a gold mine”. And with that, the salesman heads for a Friday night favorite. 5 on 5 at the Sports Club

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Note to Our Readers: Thanks for your interest in” What Have You Sold Today ??” Its been fun. "What Have You Sold Today?" will resume in September, 2018. Please feel free to send us an email at info@amsadvise.com and let us know what you like (don’t like) or would like to see from our blog.

Also, please look for our first edition of “The Proven Perspective” a collection of facts and observations to be published Quarterly beginning this Summer—

                                                                                           All the Best,

                                                                                                                 Paul

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