Winning Together! Industry conferences should be part of everyone's professional development program. Distributech even had 6+ utilities presenting their concepts and roadmaps. Peter's highlights also show which partners are willing to go more than halfway to help a salesperson close a deal. Stewart of OSIsoft and Marieke of Librestream are great examples of seasoned partners. Experienced salespeople do joint account planning with a Marieke or on-site customer demo with Stewart. Rookie salespeople get portfolio overviews, architect v-cards and customer references. Youtube videos are also useful as conceptual demonstrations. Bottom Line: win business using all the resources one has. A savvy salesperson never loses alone and uses all the brains, hands, knowledge and connection of an extended team.