Mastering Technical Sales
Musings and thoughts about the ever-changing role of Pre-Sales Engineers.
Thursday, December 5, 2013
The Female PreSales Engineer
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I've long been a big fan of getting more women into the profession of Pre Sales Engineering. Although I feel the industry has made so...
Monday, November 4, 2013
Check The Calendar!
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For those of you whose fiscal year ends Dec 31 st , or even if it is just the end of the quarter it is time to check the calendar. Last...
Thursday, October 17, 2013
PreSales Engineers, White Boards, and Mojo...
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As an IT executive I suffered through far too many really awful PowerPoint Presentations. That was back in the days when everyone threw i...
Thursday, October 10, 2013
Sales, Sales Engineers and Discovery
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One of the biggest disconnects I see between sales and pre-sales teams lies in the area of Discovery. In many sales organization there ...
Friday, September 13, 2013
You Are Only A Trusted Advisor When ...
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You Are Only A Trusted Advisor When ... The Customer Says You Are! I had the opportunity to participate in the Amazon Web Services for Pu...
Friday, September 6, 2013
Should SE's Participate in SPIFF Programs?
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Before I answer – a quick piece of trivia about the origin of SPIFFs. Although there have been numerous explanations about the SPIFF acro...
Tuesday, September 3, 2013
Why Businesses Buy Technology
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I talk about “The Three Wise Men” a lot in my workshops. They are the guiding principle why businesses make technology decisions – being:...
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