Now, as Sales Engineers, we are continually forced to adapt as the technology, the business and the competition all change. From what I see in my travels around the globe, we're pretty good at doing that - often faster than our sales and marketing brethren. If we don't want to go the same way as the Dinosaurs, Kodak, Buggy Whips, 5 1/4" Floppy Disks and so on - we need to continually change.
With 2012 rolling in I think it's a great time to reflect on what adaptations you made last year and what you'll need to do this year. If you continue to present/demo the same old things you've always done - you'll fail. Maybe not immediately - but you will fail. It is inevitable. So grab a sheet of paper or your trusty iPad and write down what changes you actually made last year - in terms of technology, business and your professional skills. However long that that list is (and I hope it's a long one) it will need to be even larger this year - otherwise you'll be your company's equivalent of the last shop to develop 35mm film. Not a good place to be unless you are sliding into retirement!
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