Sunday, April 13, 2014

Technical Trials and Tribulations

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So this has been an interesting 10 days in that a strange bug effectively killed our website. I learnt a couple of things: It's an i...
Wednesday, April 2, 2014

It's Not A Problem Until The Customer Says It Is A Problem, Unless ...

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I had a very interesting experience this morning, listening in to a sales call initiated by one of my customers with one of their customers...
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...