Sunday, November 29, 2009

Next MTS Newsletter

The next MTS Newsletter will be posted on Tuesday December 8th.

I will be featuring a Talking Point about "Working With the Difficult Sales Rep" , an article about male-to-female and female-to-male presentations and a fun Top Ten List : "You Know You're In Pre-Sales When .."

Sunday, November 1, 2009

November Updates

The November content is now available. The website has been updated and the newsletter will be published on Tuesday (11/3) morning. I will be travelling this week in Europe and running a Perfect Pitch workshop in Amsterdam.

For November, the main Talking Point article is Activity Tracking for Pre-Sales Engineers. I make the case that time tracking is a useful tool, but only if sales and pre-sales leadership know how to use that tool. It should be used for driving changes inside and outside of pre-sales, not as a club to beat people with. Reminds me of a boss I used to have, who practiced “kiss up, kick down” leadership. I also (re)introduce a change methodology known as SCAMPER! If you are looking at a complex internal process or infrastructure which needs updating – this could be a resource for you to use.

Ask John covers what to do with a sales rep who constantly interrupts your demo with “show them this, show them that, why don’t you bring up that screen …”.

Safe travels, safe demo and much discovery!