In B2B tech, you’re selling to one of two kinds of people.
Big heads, or pointy heads.
First, there’s the big heads. The C-level, big picture types. The ones always asking “why?”
They’re dying to hear the strategy. To change the game. To live the dream.
The only details they’re listening for are ones that validate the vision.
Then… there’s the pointy heads.
They’re the technical people. You know, the ones always asking “how?”, always making points.
When you're talking to them, get straight to the technical details, or they’ll head straight for the door.
Big heads, or pointy heads -- learn how to talk to both, and you’re sure to get ahead.