Mastering Technical Sales
Musings and thoughts about the ever-changing role of Pre-Sales Engineers.
Tuesday, November 8, 2011
November MTS Content is posted
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The MTS site was updated over the weekend - a few days late because of the "World Tour". This month I spend some time looking at ...
Thursday, November 3, 2011
The Curse Of Knowledge : Why Demos Fail
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In 1990, Elizabeth Newton, a Stanford University psychology graduate student studied a simple game in which she assigned people to o...
Wednesday, October 12, 2011
Piranhas and Presentations
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In my standard workshops I try to focus on changing things to have the maximum impact on customer facing activities (like better discov...
2 comments:
Tuesday, October 4, 2011
Being A Team Player
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This month's recommended book, John Maxwell's The 17 Essential Qualities Of A Team Player , sprang out of a conversation had over...
1 comment:
Tuesday, September 13, 2011
Breakfast In Bangalore
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I just finished breakfast with one of my customers out here in Bangalore. He runs a 90 person Asia-Pacific SE team. It's insightful, ye...
Tuesday, September 6, 2011
September Updates
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The September Issue of the MTS edge will be published tomorrow (Wednesday Sept 7th) because of the US Labor Day holiday. The focus this mont...
Monday, August 15, 2011
Fun With Numbers
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IDC published an updated report a few months back about the explosive nature of data growth within corporations. They had previously predic...
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