The other day, I asked Why do developers/techies avoid salespeople, and found some great insight. To sum up the answers on the question, it's a matter of introversion and arrogance.
So how does one overcome this? That is, how does one get a developer/engineer type to want to engage (via phone) a salesperson?
Let's assume that the sales staff is highly knowledgable and even knows more about the problem space than the individual. Let's also assume that a 30-60 minute phone interview is all that's needed to determine whether the solution is a good fit.
Putting on your developer hat, what would pursaude you to (willingly) hop on the phone for a 30 minute interview?
- Calling it a free consulation (which, because of the knowledge gap, it would be)?
- Could it be done with copy? "We don't have salespeople. We have developers. And we're here to talk to you,...blah blah"
- giving away something? Free shirt! Free mug!