SE Enablement and The Future of Technical SalesThe sad truth of SE enablement is that most won’t get much of it. The vast majority won’t get enough. Only mega-tech organizations bother…Dec 13, 20221Dec 13, 20221
Published inDemo PsychologyIf You Build It, They Won’t Care“If you build it, he will come” is probably the most famous line from the 1989 movie Field of Dreams. The movie stars Kevin Kostner as a…Nov 23, 2022Nov 23, 2022
Jolt Cola and Chips is No Way To Manage an SE TeamI was a last-minute homework-doer in school. Homework was what you did to get a grade. It wasn’t about learning. That served me just fine…Oct 11, 2022Oct 11, 2022
The 4 Must-Haves to Succeed in Technical SalesLet me open first by confessing that I typically detest any article or blog post entitled The N Things You Need To Do Whatever. However, I…Oct 6, 2022Oct 6, 2022
Perhaps the Single Best Demo Tip I’ve ReceivedThis is for real and not hyperbole intended to draw you in.Sep 15, 20221Sep 15, 20221
Even Hemingway Had Help Telling StoriesIt is said that the best solution demonstrations tell a story that touches the audience. If done right, the demo convinces and inspires…Sep 13, 20221Sep 13, 20221
If You’re Not Tracking Activity, You’ll Get A Hole In Your CeilingActivity Tracking is a controversial subject in sales engineering. I have to confess that I’m not sure why. SE Managers that I’ve worked…Sep 8, 20221Sep 8, 20221
Here Are The Magic Discovery Questions to Get Your Prospect to Open UpIf the solution demonstration is the crown jewel in the sales engineering treasure box, technical sales discovery is the gold crown it sits…Sep 6, 20221Sep 6, 20221
No, You Are NOT The Person Behind The Curtain!Sales Engineers have long suffered from that dreaded disease known as Imposter Syndrome. They picture themselves as the wizard in the story…Aug 31, 20221Aug 31, 20221
