March 2009

So you are a Sales Engineer, and 40 hours a week doesn’t give you nearly enough time between detailed discovery calls, demo prep, demos, whiteboarding, RFPs, SOW, updating notes etc…. But wait, if you remove the time spent on entering notes into your…

To set an effective sales trap, often the sales rep replies on the sales engineer to do so, and the sales engineer believes that is the responsibility of the rep…So sadly enough, the net result is that no one plants any effective traps. Now, I am n…

All Sales Engineers every 3 to 6 months should always go under the microscope, for a self-humbling experience of being video taped during a dry run of their demonstration. I know…I know…Everyone is thinking, I have been doing this for the last 15 y…

If you are an inside software Sales Engineer, and are looking to get an edge over your competition, below are 2 quick tips to outsmart your competition’s SEs.Firstly, since inside Sales Engineers lose the benefit of seeing their prospects reactions, it…