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 […]
I’ve written so many emails about this that I think I should put the info down in a blog article and simply refer models to it! The following is first […]
Today I get an email (openly cc’d to 5 other people) that starts out with: (Bear in mind, Norwich is where I live) From: email@example.com To: me Date: September 24th, […]
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.
Itâ€™s no wonder. For many professional fields, you go to school for formal training. Not so for a Sales Engineer. SEs figure out […]
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 […]