The June Mastering Technical Sales Newsletter will be published on June 8th. This month's lead article is "How Many Sales Engineers Does It Take To Sell A Solution?" Part I. In this first part I look at the typical history of a vendor (software/hardware/services) as it grows from a start-up in a multi-channel, multi-solution company. It's a "How Did We Get To This Point?" lesson.
The July conclusion will examine the potential solutions to reducing the size and complexity of both the sales and pre-sales organization.
The personal skills article this month is about "Pricing and the Sales Engineer". Although SE's shouldn't talk very much about pricing (if at all), there is plenty they should understand.
