Mastering Technical Sales
Musings and thoughts about the ever-changing role of Pre-Sales Engineers.
Tuesday, April 9, 2013
Who Wants To Go First?
›
In this Month's "Ask John" I was posed the folowing question by Bethany: I work for a small software company here in the ...
1 comment:
Thursday, April 4, 2013
The Original Elevator Pitch
›
I'm partial to telling SE's to " give the elevator pitch the shaft " and its essentially been rendered useless except a...
1 comment:
Wednesday, April 3, 2013
The Third Edition Is A Go!
›
OK. It was complete March Madness for the blog and my writing. The good news is that the Third Edition of Mastering Technical Sales is ...
Thursday, February 28, 2013
Winning The RFP Game
›
How to Increase Your Win Rate and Decrease Your Costs The standard small to mid-range technology company expends over 15% of al...
2 comments:
Wednesday, February 13, 2013
The Built-In Advantage Of The Sales Engineer
›
I was listening to a recent Dan Pink lecture as part of the Authors@Wharton series . He said three things that just struck a chord. ...
1 comment:
Wednesday, January 30, 2013
The Wizard Of The Whiteboard 1
›
If you are a regular reader of the blog, or my newsletter, you know I am a big fan of Visual Selling and of closing the laptop during a...
Monday, January 21, 2013
Better .. And PreSales ...
›
I can guarantee that whenever I run one of my Business Discovery For Sales Engineers workshops and examine the results of a " why s...
‹
›
Home
View web version
