Mastering Technical Sales
Musings and thoughts about the ever-changing role of Pre-Sales Engineers.
Tuesday, January 6, 2015
So What Happened To The January Newsletter?
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It's late! We're actually going to publish the Mastering Technical Sales Edge next Tuesday - January 13th. But there is a really ...
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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...
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