Mastering Technical Sales

After a lot of feedback from my readers about creating a special page for advice about demos I decided the customer is always right. So .. ...

After spending so many days every year training pre-sales engineers and salesreps how they can successfully "Solution Sell" I deci...

Makes the world go round. The topic of Pre-Sales Engineering Compensation Plans is always an interesting one. If only most companies would p...

Complexification: If it isn't a word then it should be. I'd define it as the natural tendency of technical pre-sales engineers to co...

Why use What? We are all taught that the best questions in the discovery process are open-ended questions which can kick-start a conversatio...

Has the Technical Win become redundant in the modern world of Solution Selling? Ask any group of Sales Engineers to define their job, and th...

Over in the UK there is a growing scandal about the outrageous expenses claims submitted by the MPs (Members of Parliament). These claims ha...