Who makes the best salesperson?
Our best sales reps make our customers successful by developing and managing a relationship with them. Customers learn to trust that if it’s in Trilogy’s capability, we will make it work. Developing trust and faith is the number-one thing and this can happen only through proving ourselves over time. What do you bring to Trilogy as a salesman? I bring enthusiasm and evangelism. When you talk to me, you get the feeling that we can deliver on our promises. I’m also very content-rich. I’ve been through so many of these customer experiences that I can customize my presentation to each audience. What was your most memorable sale? The best sales were the ones back in ’92 when we were still selling the dream. We had something but not enough. I couldn’t point to references. All I could say was, “We don’t have much to show you but we’re so close and you’re just going to believe that we can do it. If you have to bet on a system, you will bet on Team Trilogy.” It was all personal selling and there
