In keeping with the theme of the conference, the focus was intended to be HowLittleCanWeDoAndStillBeSuccessful? in a Selling or Promotional situation.

A good discussion was held. This discussion centered around companies having problems that might be addressed by XP or Agile and how to help the DecisionMaker? decide whether or not that is the case.

7 people signed up for this session. About that number showed up and took part in the discussion.

We seemed to agree that for the purpose of the discussion Selling involved a DecisionMaker? and someone trying to help the DecisionMaker? decide for themselves whether or not XP or Agile was a good fit. This could be internally within an organization or externally.

Not necessarily in any particular order, the following topics were discussed:

• What is the mindset of the DecisionMaker?? We seemed to agree that people buy emotionally.
• Is the DecisionMaker? consciously aware of the most important problems and concerns he or she is dealing with?
• Are we comfortable with our current Selling practices and results? Should we just wait for the calls to trickle in? Some might be OK now, but not as sure about the future.
• Early in a discussion with a new DecisionMaker?, do we know enough to answer many questions or provide recommendations? We seemed to feel that we do not.
• As a community, do we need to unify and push together?
• Are we trying to promote certain values and improve people's lives? Or, are we just trying to make a living? Or, both?
• What are the real problems and concerns facing the prospective DecisionMaker? and how do we uncover them?
• Are there unique problems when XP is selected by an Executive and imposed within an organization internally? We felt that there might be but did not come up with any significant ones.
• What problems might be encountered selling a WholeProduct??
• What is the role of an Internal Champion?

We did not come to many conclusions, primarily raising concerns and discussing issues.

A good example of a problem or concern that a DecisionMaker? might be facing was:
Previously estimates have been grossly incorrect and people keep coming back seeking more money.

One interesting point was that issues that the DecisionMaker? identifies as important problems and concerns during the Sales Process should be considered for each iteration.

I have little doubt that there are some things discussed that I missed. Please correct and/or add to the above. Cheers, --JasonNocks?

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