20 Jan 2015

Last Saturday Ralph and I decided to go to the Festival of Chocolate. We really had no idea what to expect, but what we found was better than even I could have imagined; we stumbled on to, what could only be described as, a teenage boy’s dream date. First, the festival took place at the Miami Auto Museum. So sprinkled amongst the booths of chocolatiers, was a very interesting collection of autos from classic and contemporary cinema. Candy and cars, already much more than we could ask for. 

We decided to sit through a demonstration and - much to our delight - got rewarded with a freshly assembled treat conservatively valued at six chocolate coins. Some more meandering unveiled a James Bond exhibit that boasted a Chitty-Chitty-Bang-Bang scanverger hunt. And just when I thought the day couldn’t get more random, we went upstairs… 

Two words: FREE ARCADE!

As I pwned at basketball, I couldn’t believe the awesome day we happened upon. We couldn’t have planned an afternoon like this if we tried. In Chicago, the Festival of Chocolate would have had chocolate. Period. And we would have been happy. So then I got to thinking, why is it that in life we’re happy with one kind of fun at a time, but in business we expect our software to do it all?

I mean sure, a CRM nested inside a CMS that has an ERP upstairs would be *awesome*, but it’s not something anyone really expects to find. So how, as salesman, do we reset client expectations without crushing childhood dreams? In a world where everything seems to come with a free gift, can we really expect customers to find contentment in specialized solutions? 

Even as the sugar high subsided and I drifted down from cloud nine, I realized - like a software application that ‘does it all’ - such crazy, fun-filled days aren’t sustainable. Piece-wise solutions succeed because they stick to what they’re good at. They have focus; a focus that delivers the clarity necessary to see real results. And it kind of makes you wonder what results the cloudy solutions are trying to hide. 

So this week, shop for one thing at a time. Sure, taken as a whole the day rocked, but if we’re being entirely honest, had the chocolate stood alone … the event would have been bittersweet at best. Remember if your solution is strong, you don’t need toys, games and collectibles to sell it. 

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Last modified on Tuesday, 20 January 2015 22:59
Erin Wilson

I find great amusement in everyday absurdities and am constantly surprised by how my bar-ventures, my travels, and even my food-qusitions relate to the shenanigans that is software sales. I am grateful for the opportunity to leverage the Sapient Salesman as an outlet to share with you my follies, and I hope you can enjoy the schadenfreude.

Website: ebullienterin.com/
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Erin Wilson is the author and publisher of the Sapient Salesman

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