2009

Learning about Mastering Technical Sales? If yes, then this book is a must read!!! Mastering Technical Sales by John Care and Aron Bohlig covers the full spectrum of what Sales Engineers need to know in order to be successful in their technical deal…

We’ve all heard the many stories about how bad a customer database can get, but my recent experience with this issue is just too good of a story to let pass by. My wife called me at work the other day to let me know about a nice gift that we received i…

In past blog entries I’ve discussed sales enablement, sales productivity, the need for sales reps to get closer to customers, etc.  Let me get a bit more tactical here . . . in fact, much more tactical.  The Email Signature.

I can’…

For Sales Engineer Managers, who are looking to expand their knowledge on new techniques and tactics to bring their Sales Engineers to the next level, then I would suggest the following book, The Evolving Sales Engineer. Key Concepts include:-How to pi…

Sales Engineer resumes should allow highlight a Sales Engineer’s most significant deal accomplishments. For example, ensure that you highlight your top 3 deals with associated dollar amounts. Your resume should also include quota attainment for the tea…