Salespeople's Minds Don't Work Like Excel

Michael Farber: Nobody really understands it sales people's minds don't work like excel you know there's a value engineer or somebody else it's not how sales people talk and think but yet they're forced to use an excel spreadsheet to try to build value and I don't know one case in the history of my selling that an excel spreadsheet was adopted and why they used companies buy for two reasons you're gonna help them make money or you're gonna help them save money yet sales people don't have the ability to have that conversation and it was really mind blowing to me and so I decided to quit everything and build a sales tool by the Rep for Rep so they can actually have a financial conversation that they're comfortable with having.