The Technical Buyer

By Scott Sambucci | October 23, 2019

“The Technical Buyer is the buyer, or buyers, who have a particular domain expertise within their company. Their job in the sale is to evaluate your product through the lens of their expertise and advise the purchasing team about the advantages and risks of your product.

The job of the Technical Buyer is to ask questions about your product and identify any gaps or risks that might negatively affect the company if it buys the product.

If you’re selling enterprise software, you’ll talk with people such as the vice president of engineering, chief technology officer (CTO), or information technology (IT) director. They’re going to ask you questions about how your product is built and its compatibility with existing systems in their company.”

[Excerpt from my new book – “Stop Hustling, Start Scaling.”]

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