Mastering Technical Sales
Musings and thoughts about the ever-changing role of Pre-Sales Engineers.
Wednesday, January 30, 2013
The Wizard Of The Whiteboard 1
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If you are a regular reader of the blog, or my newsletter, you know I am a big fan of Visual Selling and of closing the laptop during a...
Monday, January 21, 2013
Better .. And PreSales ...
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I can guarantee that whenever I run one of my Business Discovery For Sales Engineers workshops and examine the results of a " why s...
Friday, January 4, 2013
2013 New Year Resolutions
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One of my New Year Resolutions for 2013 was to blog and tweet more often to both raise my social profile and to share useful content (in ...
Friday, December 21, 2012
The Fallacy Of "Fine!"
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"How did the sales call go?" “it went fine.” “How was the demo?” “It was fine” “How are we doing on the RFP re...
Tuesday, November 27, 2012
Why Selling Solutions Is Only Half The Sales Story
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As a CIO, the only “ Products ” I ever bought cost $299 or less and got some user or department off my back by providing them with some...
Thursday, November 1, 2012
November Content : Webcast Demo Crimes and More ..
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Hurricane Sandy has come and gone in my part of the world (Just North of Philadelphia) and the cleanup has started. Fortunately we surviv...
Thursday, October 18, 2012
The Less You Know, The Better The Elevator Pitch
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Yesterday I participated as a panel judge in reviewing the 2 minute elevator pitches / door openers of a 35 member presales team. The p...
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