8 Principles for Selling the Value of Professional Testing
summary
Eight concrete principles: a program of biweekly action labs (two‑hour hands‑on sessions), regular pitch practice (2/5/15/30‑minute versions under the name pitch perfectum), and an internal testing shop built on SharePoint/Confluence that stores methods, glossaries and sales materials. Targets are mapped into tactical/operational/strategic tiers and testers convert developers into champions to reach execs. Claims: professional testing finds non‑obvious defects consistently, selling is learnable, and continuous, consistent messaging prevents being put on the defensive during restructures.
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chapters (10)
- 0:00Introduction
- 0:25Principle of selling value
- 1:29Targeting your audience
- 3:12Principle of consistency
- 4:17Practicing your pitch
- 6:04Principle of collaboration
- 7:28Principle of connectivity
- 8:33Principle of differentiation
- 10:39Principle of debunking myths
- 12:05Bringing it all together
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