Mastering Technical Sales
Musings and thoughts about the ever-changing role of Pre-Sales Engineers.
Sunday, May 31, 2009
The Technical Win
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Has the Technical Win become redundant in the modern world of Solution Selling? Ask any group of Sales Engineers to define their job, and th...
Friday, May 15, 2009
Training Wheels For Politicians
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Over in the UK there is a growing scandal about the outrageous expenses claims submitted by the MPs (Members of Parliament). These claims ha...
Monday, May 11, 2009
Averages and Superstars
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Every business is looking for efficiency gains and improvements in productivity. Your company is no different. So how can you, as a Sales En...
Monday, May 4, 2009
He Said What ? - and other May content
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The MTS website has now been updated with new content for May. We’ve added : The Three-Hour Demo : how to shorten a long, boring demo. The...
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Wednesday, April 15, 2009
Sales Call Debriefs
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Nothing, absolutely nothing, used to upset me more than a salesrep who would rush out of a sales call and refuse to take the time to debrief...
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Monday, April 6, 2009
New April Content
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New content has been posted on the Mastering Technical Sales website for April. As a reminder, the electronic newsletter is released on the ...
Saturday, April 4, 2009
My Sales Manager Hates Account Plans!!
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The April "Ask John" column deals with I am a Pre-Sales Engineering manager with a difficult situation. Our company is really emb...
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