Sales Grok Defined

Most of you are probably wondering what the hell "SalesGrok" means. 

How many of you have ever read Stranger in a Strange Landby Robert Heinlein?  If you're twenty-something, odds are slim since the book was published in 1961!  It’s a great read about a radical concept…how a man born and raised on Mars returns to earth and integrates into the human culture. 

Let Mr. Heinlein’s words shed light on what it means to “Grok”…"Grok means to understand so thoroughly that the observer becomes a part of the observed-to merge, blend, intermarry, lose identity in group experience.” 

Since so many technology leaders have read Heinlein, I decided to apply grokking to Sales. 

The essence of SalesGrok is the practice of getting inside the customer’s head to understand their needs, their wants, their goals and their dreams.  Based upon today’s hyper-competitive environment, the availability of information, the near real time access to multiple options to solve almost any business problem, putting this concept into practice is an absolute imperative for a successful sales career! 

This site is a forum for Sales and Marketing professionals who earn our keep in the fast-paced, ever-changing technology industry.  This community will endeavor to collaborate on the strategy, methods, and best practices we can employ to discover what makes our customers tick and how to maximize their success (and our own) through creativity, innovation and thought-leadership. 

Do you Grok it?

Most of you are probably wondering what the hell "SalesGrok" means. 

How many of you have ever read Stranger in a Strange Landby Robert Heinlein?  If you're twenty-something, odds are slim since the book was published in 1961!  It’s a great read about a radical concept…how a man born and raised on Mars returns to earth and integrates into the human culture. 

Let Mr. Heinlein’s words shed light on what it means to “Grok”…"Grok means to understand so thoroughly that the observer becomes a part of the observed-to merge, blend, intermarry, lose identity in group experience.” 

Since so many technology leaders have read Heinlein, I decided to apply grokking to Sales. 

The essence of SalesGrok is the practice of getting inside the customer’s head to understand their needs, their wants, their goals and their dreams.  Based upon today’s hyper-competitive environment, the availability of information, the near real time access to multiple options to solve almost any business problem, putting this concept into practice is an absolute imperative for a successful sales career! 

This site is a forum for Sales and Marketing professionals who earn our keep in the fast-paced, ever-changing technology industry.  This community will endeavor to collaborate on the strategy, methods, and best practices we can employ to discover what makes our customers tick and how to maximize their success (and our own) through creativity, innovation and thought-leadership. 

Do you Grok it?