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I've noticed a recurring trap in technical sales
It usually happens right after a successful demo
The customer is impressed
The technical team is happy
The solution fits the requirement
But then... nothing happens
The deal stalls. The emails go unanswered. The 'priority' shifts elsewhere
I call this the Expertise Gap
It's the distance between solving a technical problem and solving a commercial one
Most technical businesses are brilliant at the first part
They can explain the 'how' better than anyone
But they often struggle with the 'why'
Why should the Finance Director care?
Why is this a priority for the board right now?
What is the cost of doing nothing for another six months?
When we stay in the technical weeds, we become a 'nice to have'
When we move into the commercial world, we become a necessity
That's why I focus so much on commercial curiosity
It's not about being a better 'closer'
It's about being a better 'thinker'
Better thinking leads to better research, which leads to better conversations
And better conversations usually lead to a guarantee-able result
Or maybe I'm just overcomplicating it!
What's your experience with deals that stall after a great technical meeting?
#OrangeHatThinking
(If you're looking to bridge the Expertise Gap in your team, my Collaborative Selling Accelerator might be for you. We're booking for next month now)
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