2009

Hello blog. Yes, it’s been awhile. Activity has been picking up lately. Among lots of other things, I presented at the MIT Sloan Sales Conference — How to Leverage SEs to Drive Business.
It strikes me as I talk to people at the conference and to our clients, that smart companies are investing now in their […]

Many Sales Engineers believe references are the responsibility of the sales rep, so having a variety of reference stories is considering overkill by many sales engineers… I disagree, it is extremely important to be able to tell a RELEVANT reference …

So, you like to plant competitive sales traps against your competition, sure…most good Sales Engineers do! Next question….so, do you like it when your competition plants traps for you??? Most SEs HATE it when it happens, BUT great Sales Engineers l…

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…