Sales Engineering – Page 20 – The Sales Engineer

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Pilots, POCs and Demos… Oh My!

Pat September 30, 2008 0

Over the years I’ve heard a lot of sales professionals use these three terms incorrectly, so lets fix that now. Demo This is our software, with our data, and our […]

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So Little Time, So Much Ado

Pat September 22, 2008 0

The number one request we get for improving the pre-sales role is helping SEs manage their time better. We hear inumerable complaints involving the constant chaos and time crunch SEs find themselves in.
Itâ€™s no wonder. For many professional fields, you go to school for formal training. Not so for a Sales Engineer. SEs figure out […]

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Qualification in Enterprise Software Sales

Pat September 19, 2008 0

Qualification is simply the transition from [unqualified] prospect to [qualified] opportunity. In the pipeline/funnel, this means that all the things that are needed for this prospect to want/need/desire our product […]

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Internet Job Seeking with RSS

Pat September 19, 2008 0

This may be obvious to all you seasoned veterans out there, so skip this one if you are an expert job seeker. I’d like to give you some background/insight/ideas on […]

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What is “Enterprise Sales”?

Pat September 9, 2008 1

Ask A Sales Engineer “What is Enterprise Sales”? Good question. I get this question more often than you’d think-probably once per week on average. Today was the last time, so […]