Bill Balnave – Medium

Bill Balnave

SE Enablement and The Future of Technical Sales

The 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…

3 min readDec 13, 2022

--

1

SE Enablement and The Future of Technical Sales

--

1

Bill Balnave
in
Demo Psychology

If 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…

3 min readNov 23, 2022

--

If You Build It, They Won’t Care

--

Bill Balnave

Jolt Cola and Chips is No Way To Manage an SE Team

I 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…

4 min readOct 11, 2022

--

Jolt Cola and Chips is No Way To Manage an SE Team

--

Bill Balnave

The 4 Must-Haves to Succeed in Technical Sales

Let 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…

6 min readOct 6, 2022

--

The 4 Must-Haves to Succeed in Technical Sales

--

Bill Balnave

Now THAT Was a Good Demo… Or Was It?

“That was an amazing demo! Well done!”

4 min readSep 29, 2022

--

Now THAT Was a Good Demo… Or Was It?

--

Bill Balnave

Perhaps the Single Best Demo Tip I’ve Received

This is for real and not hyperbole intended to draw you in.

4 min readSep 15, 2022

--

1

Perhaps the Single Best Demo Tip I’ve Received

--

1

Bill Balnave

Even Hemingway Had Help Telling Stories

It is said that the best solution demonstrations tell a story that touches the audience. If done right, the demo convinces and inspires…

4 min readSep 13, 2022

--

1

Even Hemingway Had Help Telling Stories

--

1

Bill Balnave

If You’re Not Tracking Activity, You’ll Get A Hole In Your Ceiling

Activity Tracking is a controversial subject in sales engineering. I have to confess that I’m not sure why. SE Managers that I’ve worked…

5 min readSep 8, 2022

--

1

If You’re Not Tracking Activity, You’ll Get A Hole In Your Ceiling

--

1

Bill Balnave

Here Are The Magic Discovery Questions to Get Your Prospect to Open Up

If the solution demonstration is the crown jewel in the sales engineering treasure box, technical sales discovery is the gold crown it sits…

4 min readSep 6, 2022

--

1

Here Are The Magic Discovery Questions to Get Your Prospect to Open Up

--

1

Bill Balnave

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…

5 min readAug 31, 2022

--

1

No, You Are NOT The Person Behind The Curtain!

--

1

Bill Balnave

Bill Balnave

Half geek half sales guy wholly opinionated writer who found sales engineering and made a good living at it. Giving back to help those looking to do same.

Following

See all (1,186)

Help
Status
About
Careers
Blog
Privacy
Terms
Text to speech
Teams