Mastering Technical Sales

There have been a few questions about certification programs for Sales Engineers bouncing around the LinkedIn discussion boards recently. I ...

A few months ago I was working on a project looking at how to completely reconfigure the entire demo creation, setup and distribution capabi...

After a lot of feedback from my readers about creating a special page for advice about demos I decided the customer is always right. So .. ...

After spending so many days every year training pre-sales engineers and salesreps how they can successfully "Solution Sell" I deci...

Makes the world go round. The topic of Pre-Sales Engineering Compensation Plans is always an interesting one. If only most companies would p...

Complexification: If it isn't a word then it should be. I'd define it as the natural tendency of technical pre-sales engineers to co...

Why use What? We are all taught that the best questions in the discovery process are open-ended questions which can kick-start a conversatio...