Mastering Technical Sales
Musings and thoughts about the ever-changing role of Pre-Sales Engineers.
Tuesday, February 25, 2014
Objections And Questions And Answers .. And Sales Engineers
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I've always had a problem with the skill of " Objection Handling ". Let me clarify that - not with personally handling what...
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Monday, February 10, 2014
Micro-Resolutions And The February Newsletter
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So much for the good intentions about blogging more in 2014. So .. I decided to follow the advice of the latest business book I read ...
Thursday, December 5, 2013
The Female PreSales Engineer
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I've long been a big fan of getting more women into the profession of Pre Sales Engineering. Although I feel the industry has made so...
Monday, November 4, 2013
Check The Calendar!
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For those of you whose fiscal year ends Dec 31 st , or even if it is just the end of the quarter it is time to check the calendar. Last...
Thursday, October 17, 2013
PreSales Engineers, White Boards, and Mojo...
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As an IT executive I suffered through far too many really awful PowerPoint Presentations. That was back in the days when everyone threw i...
Thursday, October 10, 2013
Sales, Sales Engineers and Discovery
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One of the biggest disconnects I see between sales and pre-sales teams lies in the area of Discovery. In many sales organization there ...
Friday, September 13, 2013
You Are Only A Trusted Advisor When ...
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You Are Only A Trusted Advisor When ... The Customer Says You Are! I had the opportunity to participate in the Amazon Web Services for Pu...
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