ATCP, LLC

Part 1 (of 3) of a white paper I wrote 10 years ago for a customer that had just recently started selling professional services, but had sold product for over 20 years. This deliverable was one of several I created over the years to train sales and delivery staff in the ways of professional services and intangibles in general. Part 2 is here.

All Sales Engineers must be keenly aware of how their organization is constructed, and at which maturity it (and it’s parts) are at. This is also of key importance to Sales Engineers as they are the only ones in an organization paid to make all the departments work together as a team to get/close the deal. -pat

Note: Confidential is the company that was acquired by YYY, and is used to refer to both the old company and new division (for simplicity’s sake) -pat

Growth Phases – Evolution and Revolution
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I was astonished to find that the link to Sales Engineer on Wikipedia was redirected to, of all things, Field Applications Engineer. I decided immediately to fix the error.

This is my initial post to the Wiki:

The Sales Engineer

This job title is still very new, and is very misunderstood. It has only been around since 2003, yet the function of this title had been sporadically provided since much earlier. When software started to get too complicated for a Sales Rep to explain satisfactorily, an engineer from Development was usually presented to the prospect. Unfortunately, not all those with a deep understanding of a complex product are presentable. In most cases, this caused more harm to the opportunity than benefit.
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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 I thought I’d address it in an article.

All of my Sales/Sales Engineering methodologies are short, easy to understand and elegant. I use this method as it is easier for non-Sales Engineers to remember. Complicated doesn’t cut it with people under stress with a lot to remember already. So it is fitting that I treat the expression “enterprise” no differently.

Enterprise anything relates to people, places, things, or opportunities that involve strategic management, or management elements, in any company, group, or institution.
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On July 4th I had a night shoot, and the next morning when I looked at my Canon 50mm f/1.2 L lens, it had condensation under the plastic focus indicator cover. I immediately sent it into thier New Jersey facility (Canon Factory Service Center 100 Jamesburg Rd Jamesburg, NJ 08831), and after about a week I am told that my lens will cost too much to repair.

Norris, a supervisor at their repair center, explained the situation to me thus:
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