Mastering Technical Sales
Musings and thoughts about the ever-changing role of Pre-Sales Engineers.
Wednesday, April 15, 2009
Sales Call Debriefs
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Nothing, absolutely nothing, used to upset me more than a salesrep who would rush out of a sales call and refuse to take the time to debrief...
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Monday, April 6, 2009
New April Content
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New content has been posted on the Mastering Technical Sales website for April. As a reminder, the electronic newsletter is released on the ...
Saturday, April 4, 2009
My Sales Manager Hates Account Plans!!
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The April "Ask John" column deals with I am a Pre-Sales Engineering manager with a difficult situation. Our company is really emb...
Tuesday, March 31, 2009
Bullets
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I was flying out to California today - minding my own business on the plane. Then the two folks next to me crack open their laptops and star...
Sunday, March 15, 2009
Hope Floats
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We are in the business of selling hope! So said a relatively well-known politician speaking to a collection of business-finance-economics st...
Wednesday, March 4, 2009
March Content
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The March updates to Mastering Technical Sales were published over the weekend. You will note that I am doing a lousy job of updating the M...
Wednesday, February 4, 2009
New February Material
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The MTS Website was updated over the weekend with some new material. Selling In A Down Economy : A guide for Sales Engineers to make the mo...
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