The lead article is Pain And The Sales Engineer. A bunch of stats out there tell us that almost half of the deals that hit the top of the pipeline and are somewhat qualified turn into ZERO Revenue. They are won by "Do Nothing Inc." and "Alternate Use of Capital". Looking at the other 50% of deals that someone wins - 80% of those are driven by some problem or pain that the customer is attempting to move away from. Yet as an SE we tend to focus on the good and great features of our solution and less on how it prevents that pain. I give you some ideas on how you should amp up the pain and win more deals away from Do Nothing Inc.
Ask John answers the question "how long should a webcast be?" The best answer is probably just long enough, which is a shorter time than you think!
As I spent a lot of time in 2011 teaching SE's how to effectively whiteboard and visually sell their solution I've decided to start up an occasional whiteboard tips section. This month is "Drawing The Cloud". It's not just a swirly mass on the board - learn how to make it memorable and meaningful. That's also a good entry point into the newest Mastering Technical Sales Offering - which takes all the best practices around whiteboarding and in conjunction with marketing and enablement builds a whiteboard that SE's can customize and deliver to their customers.
Book Of The Month is Dan Ariely's Predictably Irrational, which seems to equally apply to both our customers and many of the salespeople we deal with. It's actually a great scientific based explanation about why people would rather avoid pain than seek out gain - and provides more background to the lead "Pain" article.
Final word promotes a well-written technology and sales blog by Dave Kellogg, and also some shameless self-promotion of this blog and the MTS Twitter account.
Good Selling and Enjoy The Read.
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