SeanFromCanada's Blog

I sell software into the energy industry.  To be more specific, Calgary’s energy industry.  For those who have sold technology into this market, it’s a tough road to hoe.  The energy community in Calgary is conservative and to be frank, a little jaded about technology.   There have been a lot of broken promises and failed deliveries in this industry, and things aren’t quickly forgotten here. 

It’s a shame so many people have had such bad experiences and are so suspicious of software… 

 I enter the boardroom and greet the 6 people in attendance.  I’m excited to be there and have been preparing for this presentation all week.  Too bad 4 of the 10 people invited didn’t show… 

As I shake hands with each person, I can see that 3 of them are already dissecting me, trying to figure out how I’m going to screw them…that doesn’t feel very good, but I’ll still try to win their trust.  One person is totally disengaged, he’s here for the sandwiches… 

I’m the CEO of NeoStream, and I take the lead on our sales opportunities.  I do this because our software (SharePoint energy solutions) and delivery method (Software as a Service) represent a new way of doing things.  That’s the most difficult part of sales…selling change.  We don’t just need to sell our solutions, we need to sell change. 

The presentation and demonstration are going well, and I can see several people are interested…now the probing really starts.  “How much of what you’re showing us, actually works?… or is this faked ‘future stuff’?”, “Who else is using it?”…  They’re looking to reduce the risk of this decision, hoping to hear they’re not alone.  The fear is sometimes palpable.  

You can’t sell change if people don’t trust you.  That’s why I lead our sales.  I believe I am a trustworthy person, and that my record in Calgary would support that.  As the leader of NeoStream, I have the ability to direct the company’s resources towards the commitments I make.  I understand that the people I’m selling to are counting on what I say to be true, and they’re counting on me to deliver.

“What remedies do we have if you fail to deliver?”…few people ask that question in the first meeting, (not directly anyways), but each question is carefully constructed around learning this.  My audience is now challenged, they’ve liked what they’ve seen, so now they need to do something about it.  It’s now down to the personal level.  I hope I can provide the information they need to trust me.  Nothing will progress if they don’t trust me. 

And so it goes…I sell based on my name and my reputation.  I make promises to serious people, with the intention of delivering upon those promises.  It’s in both of our best interests… you can’t sell change without trust, and you can’t be trusted if you don’t deliver…especially in Calgary.

This blog article has been cross-published on SeanFromCanada as well as on the NeoStream Blog.