The next MTS Newsletter will be posted on Tuesday December 8th.
I will be featuring a Talking Point about "Working With the Difficult Sales Rep" , an article about male-to-female and female-to-male presentations and a fun Top Ten List : "You Know You're In Pre-Sales When .."
Sunday, November 29, 2009
Sunday, November 1, 2009
November Updates
The November content is now available. The website has been updated and the newsletter will be published on Tuesday (11/3) morning. I will be travelling this week in Europe and running a Perfect Pitch workshop in Amsterdam.
For November, the main Talking Point article is Activity Tracking for Pre-Sales Engineers. I make the case that time tracking is a useful tool, but only if sales and pre-sales leadership know how to use that tool. It should be used for driving changes inside and outside of pre-sales, not as a club to beat people with. Reminds me of a boss I used to have, who practiced “kiss up, kick down” leadership. I also (re)introduce a change methodology known as SCAMPER! If you are looking at a complex internal process or infrastructure which needs updating – this could be a resource for you to use.
Ask John covers what to do with a sales rep who constantly interrupts your demo with “show them this, show them that, why don’t you bring up that screen …”.
For November, the main Talking Point article is Activity Tracking for Pre-Sales Engineers. I make the case that time tracking is a useful tool, but only if sales and pre-sales leadership know how to use that tool. It should be used for driving changes inside and outside of pre-sales, not as a club to beat people with. Reminds me of a boss I used to have, who practiced “kiss up, kick down” leadership. I also (re)introduce a change methodology known as SCAMPER! If you are looking at a complex internal process or infrastructure which needs updating – this could be a resource for you to use.
Ask John covers what to do with a sales rep who constantly interrupts your demo with “show them this, show them that, why don’t you bring up that screen …”.
Safe travels, safe demo and much discovery!
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