Mark Stephens Mark has been working with Java and PDF since 1999 and is a big NetBeans fan. He enjoys speaking at conferences. He has an MA in Medieval History and a passion for reading.

I am still having nightmares about Frank after #Bos2010

49 sec read

Paul Kenny introduces Frank
Picture: Mark Littlewood

One of the ‘themes’ at #Bos2010 was Frank. Jason Cohen introduced ‘Frank’ as the sales guru he felt that he needed to hire at any cost because he was just a technical guy and sales is some black art known only to these mystic sales gurus…

Paul Kenny developed the story, reminding us that Frank was just taking advantage of our belief in this myth, especially amongst technical people who doubt their own abilities. The irony is of course that we have the best knowledge, and also the passion and enthusiam to sell the product.

There are some awesome sales people out there. One of my friends is an amazing example. He sells boats for Fairline and was featured on a TV series with Theo Paphitis following British companies trying to break into new markets. When he comes round I always want to pick his brain and learn his secrets. This really annoys him as he just wants to quiz me on fixing his computer issues…

There is definitely still a place for the brilliant salesperson and you can have a job from me anytime 😉 But the conference reminded me very strongly that sales (and marketing) are an integral part of any technical persons job. And I have Frank’s picture on my desk, just to keep reminding me of that.

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Mark Stephens Mark has been working with Java and PDF since 1999 and is a big NetBeans fan. He enjoys speaking at conferences. He has an MA in Medieval History and a passion for reading.

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