Mastering Technical Sales
Musings and thoughts about the ever-changing role of Pre-Sales Engineers.
Sunday, November 2, 2014
The Challenger SE Part 2 - Don't Call The Baby Ugly!
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The Challenger Sale has really had an impressive impact on the high technology salesforce. More than 50% of my clients have either form...
Friday, October 3, 2014
Sales Engineering in Japan
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Last month I spent a few days in Fukuoka, Japan and then in Tokyo. During that time I was interviewed by Keiichi Takagi on behalf of ITPro ...
Thursday, September 4, 2014
Pricing And The Sales Engineer
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This month’s MTS Edge newsletter features a lead article about Pricing And The Sales Engineer . Judging by some of the emails I receive...
Thursday, July 31, 2014
The Solution Selling Empire Strikes Back
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I had a quick trip out to Las Vegas this week for a fun ½ day whiteboard class with a new client, and decided to use the air time to cl...
Sunday, July 6, 2014
The Third Edition Is Available!
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The Third Edition of Mastering Technical Sales was sent out to bookstores on July 1st. Allowing for the US July 4th holiday the books sho...
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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...
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