September 2008

Pilots, POCs and Demos... Oh My!

Over the years I’ve heard a lot of sales professionals use these three terms incorrectly, so lets fix that now. Demo This is our software, with our data, and our […]

The number one request we get for improving the pre-sales role is helping SEs manage their time better. We hear inumerable complaints involving the constant chaos and time crunch SEs find themselves in.
It’s no wonder. For many professional fields, you go to school for formal training. Not so for a Sales Engineer. SEs figure out […]

Qualification in Enterprise Software Sales

Qualification is simply the transition from [unqualified] prospect to [qualified] opportunity. In the pipeline/funnel, this means that all the things that are needed for this prospect to want/need/desire our product […]