It was a matter of understanding how politics plays a big role in these decisions, more so than which product is best. I agree with you, it didn't have to do with "cut throat sales" or anything like that... just understanding your customer, even their internal struggles.
I see there being two kinds of sales - the one where you just need to build a better mousetrap, and market honestly and clearly, and the kind where you force your sales people to get the names and phone numbers of the board of directors, and take them all out for lunch
One is Instagram style sales, one is Oracle sales.
Oracle Sales might not be best categorised as cut throat or stab in the back, but the game Steve Blank played was not fluffy - it was hardnosed and fully engaged with the politics of the world.
What, understand the internecine politics of big organisations fully? Do you know what you are asking? Some organisations have politics that they aren't even aware of!
