Mastering Technical Sales
Musings and thoughts about the ever-changing role of Pre-Sales Engineers.
Tuesday, May 6, 2014
The MTS Sydney Edition
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Welcome to the Australian version of the blog, live from Sydney. This is an exciting couple of weeks as I'll be down under conducting...
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...
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