Mastering Technical Sales
Musings and thoughts about the ever-changing role of Pre-Sales Engineers.
Thursday, September 27, 2012
You will never "find" time for anything. If you want time, you must make it.
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Yep. It's that time of the year. For many of my customers it is the end of Q3, and Q4 is rushing upon you. That quarter when it's...
Wednesday, September 12, 2012
YES!! Global Availability Of The eBook
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I've heard from a number of you over the past few months that you have had extreme difficulty obtaining the Kindle version of Mastering...
Sunday, September 9, 2012
Outcomes and Results v Features
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Over the past two weeks I've had the opportunity to review three "Strategic Direction" and/or "Where The Market Is Going...
Wednesday, September 5, 2012
The Trusted Advisor Sales Engineer
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So what exactly is a “Trusted Advisor” Sales Engineer? The position is one of those “ I know it when I see it ” type things. Anyone – ...
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Wednesday, August 29, 2012
Patience Is An SE Virtue!
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Patience is not one of the first skills you think about when it comes to the requirements of being a great SE. I’m not talking about pa...
Friday, August 17, 2012
So What About So What?
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Here's an interesting addition to (and warning about) the " So What?" question I wrote about in " Three Simple Question...
Sunday, August 12, 2012
The SE Job Market
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Wow. This is the first week since 2007 I don't know a single Sales Engineer anywhere in the world who is out of work and looking for a ...
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