Mastering Technical Sales
Musings and thoughts about the ever-changing role of Pre-Sales Engineers.
Thursday, April 28, 2011
The Multimedia Marathon - Do The Math!
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Those of you who have ever attended one of my workshops know that my primary message revolves around simplification and focus. I was recent...
Thursday, April 14, 2011
WhiteBoarding The Chinese Way
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Proof that presales is presales the world over! I just finished a workshop in Beijing with 25 Chinese presales engineers. I feel that I...
Sunday, April 3, 2011
April in Asia
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I'm just starting my Asian tour - a week in Singapore and then four days in Beijing. Both are new cities for me so I'm looking forwa...
Wednesday, March 23, 2011
Profiling The Sales Engineer
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Over the last year I've been involved in several personality profiling exercises conducted with teams of Sales Engineers. Right now one ...
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Monday, March 21, 2011
A Brief Debrief : Self-Improvement for the Sales Engineer
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Last week I wrote a guest article for executive recruiters J. Patrick & Associates. It's a simple method for Sales Engineers (in f...
Tuesday, March 8, 2011
Shooting MTS Videos
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For the last couple of days I've been in Boston shooting a series of video vignettes for one of my newest customers. I now have the grea...
Sunday, March 6, 2011
What's an SE Worth?
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The lead artice for this month is " What's An SE Worth?". It looks at different ways of calculating the ROI of a Sales Engine...
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