In this episode of “Altar of the Demo Gods,” hosts Keith Wilson and John Morton dive into the world of solution design in technical sales. They discuss the importance of understanding customer needs, conducting gap analysis, and telling a compelling story during the solution presentation.
The hosts share insights on the process of architecture whiteboarding, building partnerships with customers, and the significance of clear communication and buy-in. They emphasize the value of providing a white-glove experience in technical sales and the power of architecture whiteboarding in solution design.