Mastering Technical Sales
Musings and thoughts about the ever-changing role of Pre-Sales Engineers.
Wednesday, February 4, 2015
The Magnificent SPIFF
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Have you ever wondered about the impact of a SPIFF? (That’s a Sales Performance Incentive Ffund) . Does it really make a material differen...
Friday, January 23, 2015
Is 2015 The Year Of Sales Engineering Leadership?
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I have long maintained that first line leadership, whether as a sales or as a presales manager, is one of the hardest jobs in the ...
4 comments:
Tuesday, January 13, 2015
The Technical Win : A Worthless Metric?
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I have always disliked the concept that Sales Engineers are responsible for winning the technical sale and gaining the Technical Win. ...
Tuesday, January 6, 2015
So What Happened To The January Newsletter?
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It's late! We're actually going to publish the Mastering Technical Sales Edge next Tuesday - January 13th. But there is a really ...
1 comment:
Sunday, November 2, 2014
The Challenger SE Part 2 - Don't Call The Baby Ugly!
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The Challenger Sale has really had an impressive impact on the high technology salesforce. More than 50% of my clients have either form...
Friday, October 3, 2014
Sales Engineering in Japan
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Last month I spent a few days in Fukuoka, Japan and then in Tokyo. During that time I was interviewed by Keiichi Takagi on behalf of ITPro ...
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