Psst, wanna buy some software?

At various times in this blog I have discussed the buying process that enterprise software buyers go through, and suggested some tips and things to avoid. I have just come across an entertaining and useful “mini book” by ex software salesman Doug Mitchell, which you can read here.
Some of the anecdotes are funny, but many of the points being made are serious, discussing the things that software buyers should really be asking the salesman, as distinct from what often happens. Points such as the utterly self-defeating “savings” made by buyers in skimping on training in the software they are buying ring very true: I can remember exactly such conversations when I was at Kalido. I hope at some point Doug manages to expand this into full book form, as there is very little out there written about the interaction between software vendors and their buyers.