Mastering Technical Sales
Musings and thoughts about the ever-changing role of Pre-Sales Engineers.
Wednesday, May 20, 2015
The 3 Big Lies About RFPs
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Answering RFPs is one of the relatively ugly costs of doing business. There are many myths circulating about RFPs, and in particular th...
Monday, May 11, 2015
Sales Engineer Humour
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Start of the week funny: So a Doctor, a Priest, a Salesperson and a Sales Engineer are out playing golf. They are getting really frust...
Sunday, May 3, 2015
Elevators, Scampering & Saying No to Sales ..
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Despite a crazy April with no blog posts (there goes a 2015 resolution!) the May content was actually posted a few days ago. We lead of w...
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 ...
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