Pay Attention, Dammit!

As part of a tool selection project, I’ve recently sat through several vendor presentations. In some of them, the vendor showed up with several people to present several different parts of the software suite.

It was amazing to see how the account manager would be checking his phone, completely oblivious to the presentation his experts were giving. Similarly, one expert was obviously not listening to his colleague’s presentation, leading him to repeat information we’d already been given.

If you want to sell your software, is it too much to ask that you can focus on your customer for a couple of hours?