Mastering Technical Sales

“So then I sent the rep an email…” “I’m waiting for support to respond to my status update request” Whenever I hear a phrase simi...

This month's lead article is the Zero-Discovery Demo . We’ve all been in that situation when you walk into the conference room, or ...

After the usual compensation questions, the #1 question I hear from SE leaders is “what is the correct sales/SE ratio?” The answer, like mo...

Big Ooops. Despite checking and rechecking my newsletter I still managed to send it out with bad link. To the main article no less. If yo...

I start off many of my WB sessions by asking the participants to group together at their table and write a list of pros and cons about w...

My children used to come home from elementary school and tell me that “denial” was a river in Egypt. Groan as much as you want, but it’...

A short snippet from a role-play last week in a workshop. As background my customer prides itself on the blazing-fast speed of its solut...