2009

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…

We’ve been hearing a lot lately about problems with hand-offs between pre-sales SEs and post-sales pro-services consultants. The issue deserves so much attention that we recently released a full 2 day course to address the topic called SEforPS. I’ll first discuss why there is often a disconnect, and then offer some thoughts on what […]

In this article I talked about my 6 D’s of projects, objectives, goals, sales, designs, etc. For this short article I’ll do a little follow-up to explain another aspect of […]