In this workshop, Jim, a CRO at Commodore, shares insights on selling to developers and engineers, highlighting the importance of understanding the technical audience's needs and building trust. He emphasizes that developers are passionate about their craft and value honesty and transparency from salespeople. Jim discusses the significance of knowing your ideal customer profile (ICP) and focusing on specific personas within the engineering and DevOps sectors. He advises against trying to sell to everyone and stresses the importance of targeting the right audience based on product-market fit and the technology adoption curve. Jim also highlights the need for sales teams to be intellectually curious and to engage with technical audiences authentically. He suggests that salespeople should be willing to learn and adapt to the technical environment to build credibility and trust with developers. The workshop also covers the importance of collaboration between sales and engineering teams, especially in early-stage startups, to ensure successful sales processes and customer satisfaction.