Currently, my sales guys don't have that luxury and have to both serve as sales person and sales engineer. Therefore, they have to log in and understand all the inner workings of how to do everything in the software.

That said, what I do try to teach them is that they need to really focus on selling value over function. Software can always change (and does), so what you need to make sure is that you don't put an imagined obstacle in front of yourself regarding HOW the software does something.

For example, in our software a customer may think that he needs a notification to work a certain way that it doesn't. Well, we all know that we can always change and add that feature. But if they buy into the fact that Angelsoft is going to change their world like it has for so many investment groups – then living with a small change in their process is worth it.

In an ideal world, I think I would have my sales guys use engineers and focus only on working with customers at the high level and sell value. One of the first things I did at Angelsoft was to replace the salespitch from a “walk thru the software” to a “feature overview / value of ecosystem” pitch. Given that we don't have sales engineers, I think that my team now does a great job of selling value and showing function next.

Currently, my sales guys don't have that luxury and have to both serve as sales person and sales engineer. Therefore, they have to log in and understand all the inner workings of how to do everything in the software.

That said, what I do try to teach them is that they need to really focus on selling value over function. Software can always change (and does), so what you need to make sure is that you don't put an imagined obstacle in front of yourself regarding HOW the software does something.

For example, in our software a customer may think that he needs a notification to work a certain way that it doesn't. Well, we all know that we can always change and add that feature. But if they buy into the fact that Angelsoft is going to change their world like it has for so many investment groups – then living with a small change in their process is worth it.

In an ideal world, I think I would have my sales guys use engineers and focus only on working with customers at the high level and sell value. One of the first things I did at Angelsoft was to replace the salespitch from a “walk thru the software” to a “feature overview / value of ecosystem” pitch. Given that we don't have sales engineers, I think that my team now does a great job of selling value and showing function next.

Currently, my sales guys don’t have that luxury and have to both serve as sales person and sales engineer. Therefore, they have to log in and understand all the inner workings of how to do everything in the software.

That said, what I do try to teach them is that they need to really focus on selling value over function. Software can always change (and does), so what you need to make sure is that you don’t put an imagined obstacle in front of yourself regarding HOW the software does something.

For example, in our software a customer may think that he needs a notification to work a certain way that it doesn’t. Well, we all know that we can always change and add that feature. But if they buy into the fact that Angelsoft is going to change their world like it has for so many investment groups – then living with a small change in their process is worth it.

In an ideal world, I think I would have my sales guys use engineers and focus only on working with customers at the high level and sell value. One of the first things I did at Angelsoft was to replace the salespitch from a “walk thru the software” to a “feature overview / value of ecosystem” pitch. Given that we don’t have sales engineers, I think that my team now does a great job of selling value and showing function next.