Monday, March 23, 2015

The Neat And Tidy Sales Engineer (or not ...)

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Maybe it is my original background as a Chemical Engineer, working on an Oil Refinery, but I've always been very conscious of working ...
Wednesday, March 4, 2015

February Was A Great Month For The Sales Engineer!

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Since I believe that Sales Engineering is one of the greatest jobs around, every month should be a good month. Yet February was exception...
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...