Category: Sales Demos

Losing My Voice

The holiday season celebration continues this week as Tim’s sister and brother and their families arrived in San Antonio.  Last night we had fun opening gifts and today we’re heading out to Sea World. Unfortunately, I picked up a cold…

UBS Demo

It was the Friday before Thanksgiving, 1996.  Tim had recently quit his job at Hormel to work for Paisley full-time.  We were still the only employees and worked out of the spare bedroom of our house.  The business phone number…

Auditing 101

Yesterday I wrote about our meeting with Guildo, who was in charge of the internal audit function at Canada’s Department of National Defense.  It was a very strange meeting, but Guildo saw enough to give us a verbal commitment.  His…

Coffee & Pancakes

Yesterday I wrote about our presentation to the various agencies of the Canadian Government.  One of the main groups that was interested in automating was the Department of National Defense (DND).  Unfortunately, the person in charge of their audit department…

Canadian Government

One of the unique things about our selling process at Paisley was that we sold directly to auditors, not IT people.  Particularly in the late 90s, these buyers were not educated on the buying process.  Many of them were buying…

I Like Stacey Better!

As I’ve mentioned before, our Paisley customers were some of the largest corporations and government organizations in the world.  You may wonder how to sell to huge monoliths like that. Of course there is a process, hoops, red tape, negotiation, etc.,…

We Are Very Different

The Institute of Internal Auditors (IIA) sets the guidelines and standards that are followed by auditors around the world.  I was a little worried when we started planning for expansion into Europe and then Japan – what if they audited…

Conceptual Selling

By 1996 I had finished development and testing of AutoAudit, had implemented it at HTI and Carlson Companies, both previous employers, and was ready to start selling to other companies.  Tim was still working at Hormel, but was marketing AutoAudit…

Methodology Decision

One of the first decisions I had to make when designing Paisley’s signature software application, AutoAudit, was whether to embed audit methodology into the application or whether to make it flexible enough to use with any methodology.  Our original competitors,…

National Bank of Vermont

The leaves are beginning to change color here in Minnesota.  Autumn in Minnesota is spectacular, but every year I am reminded of a special drive I took in early October, 1996.  We had been in business for just over a…