Mastering Technical Sales
Musings and thoughts about the ever-changing role of Pre-Sales Engineers.
Wednesday, May 11, 2011
A Vent: The Player/Coach
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I just read a job posting that is looking for a PreSales Engineering Manager - responsible for 10-12 individual contributors in a more or l...
Thursday, May 5, 2011
Something Old, Something New
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I’ve been following a number of interesting discussions on LinkedIn over the past few weeks. Many of them are on the same theme as this one ...
Sunday, May 1, 2011
May Content and Updates
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The website has been updated for May. This month features Baseball Bats and Breadcrumbs as the lead article. This peculiar title is a re...
Thursday, April 28, 2011
The Multimedia Marathon - Do The Math!
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Those of you who have ever attended one of my workshops know that my primary message revolves around simplification and focus. I was recent...
Thursday, April 14, 2011
WhiteBoarding The Chinese Way
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Proof that presales is presales the world over! I just finished a workshop in Beijing with 25 Chinese presales engineers. I feel that I...
Sunday, April 3, 2011
April in Asia
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I'm just starting my Asian tour - a week in Singapore and then four days in Beijing. Both are new cities for me so I'm looking forwa...
Wednesday, March 23, 2011
Profiling The Sales Engineer
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Over the last year I've been involved in several personality profiling exercises conducted with teams of Sales Engineers. Right now one ...
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