Day: September 9, 2008

Posted on

Sales Engineer in Wikipedia

I was astonished to find that the link to Sales Engineer on Wikipedia was redirected to, of all things, Field Applications Engineer. I decided immediately to fix the error.

This is my initial post to the Wiki:

The Sales Engineer

This job title is still very new, and is very misunderstood. It has only been around since 2003, yet the function of this title had been sporadically provided since much earlier. When software started to get too complicated for a Sales Rep to explain satisfactorily, an engineer from Development was usually presented to the prospect. Unfortunately, not all those with a deep understanding of a complex product are presentable. In most cases, this caused more harm to the opportunity than benefit.
Continue reading “Sales Engineer in Wikipedia”

Posted on

What is “Enterprise Sales”?

Ask A Sales Engineer


“What is Enterprise Sales”?

Good question. I get this question more often than you’d think-probably once per week on average. Today was the last time, so I thought I’d address it in an article.

All of my Sales/Sales Engineering methodologies are short, easy to understand and elegant. I use this method as it is easier for non-Sales Engineers to remember. Complicated doesn’t cut it with people under stress with a lot to remember already. So it is fitting that I treat the expression “enterprise” no differently.

Enterprise anything relates to people, places, things, or opportunities that involve strategic management, or management elements, in any company, group, or institution.
Continue reading “What is “Enterprise Sales”?”