Mastering Technical Sales

At least here in the US, the week before the Labor Day holiday (Monday September 2nd) is usually a quiet week for me. It's the last w...

Yesterday I sat in, as a “dummy guest”, on a remote demonstration and presentation that my newest client had set up. As part of my Disco...

  Back in the mists of time I can still remember the very deal I ever helped to close as a Sales Engineer. I remember it for two reason...

In this Month's "Ask John" I was posed the folowing question by Bethany: I work for a small software company here in the ...

I'm partial to telling SE's to " give the elevator pitch the shaft " and its essentially been rendered useless except a...

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 ...

How to Increase Your Win Rate and Decrease Your Costs   The standard small to mid-range technology company expends over 15% of al...