Friday, January 23, 2015

Is 2015 The Year Of Sales Engineering Leadership?

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  I have long maintained that first line leadership, whether as a sales or as a presales manager, is one of the hardest jobs in the ...
4 comments:
Tuesday, January 13, 2015

The Technical Win : A Worthless Metric?

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I have always disliked the concept that Sales Engineers are responsible for winning the technical sale and gaining the Technical Win. ...
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 ...
1 comment:
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...