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0

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…


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0

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 […]


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0

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 […]


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Just how bad can the Sales Engineer’s condition get?  We ran into a company whose SEs have no incentive plan.  “They’re getting paid to support sales, so why should I bonus them?”  Sigh.
This is in stark contrast to those rare companies that empower SEs to take their own initiative to drive revenue, reduce cost of sales, and […]


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Recently, an SE sent me the email below.  I had many mixed emotions — I was appalled, saddened, and heartened, but not at all surprised. 
For Sales Managers and VPs reading this – 
This SE lives in a dark cultural chasm that, based on a decade of experience, exists in various forms and degrees in many, many sales organizations. 
I urge […]


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