Mastering Technical Sales

Last night my wife and I went to a Chris Botti concert. Besides being an outstanding jazz musician and trumpet player, I also discovered tha...

The March edition of the MTS Edge will be going out on Tuesday. To get an early view of the main content you can read about Apologies and W...

One of the more interesting challenges facing small to midsize companies is how to provide technical (pre-sales) support and help to the par...

RISK! So technical validation, demos, presentations, answering RFPs, trials, evaluations and Proof of Concepts are all important parts of ...

Heard from Steve , an old SE acquaintance, yesterday about the Blackberry thing. He tells the story about walking into the office of a mid-l...

Have you ever found yourself part-way through a presentation or a demo; looked out to interact with your audience; and found some of them he...

Every year I publish a list of New Year's Resolutions for the Pre-Sales Engineer. Since one of my resolutions for 2010 is to use this bl...