Customer acquisition certainly is the goal for business and startup growth. However, if you hire a sales team and charge them with rushing out to sell, you might find yourself falling short of meeting customer expectations. Scaling your business with sales is like painting a room: the prep and...
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I’ve already given you tips on what to consider before you
schedule your next sales demo. So what’s next? Demoing, like your golf
swing, is as much about follow-through and maintaining your form after you strike the ball, as it is
about setting up your shot.
If your post-demo track record...
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Closing a sale or securing investors for your startup is often all about "The Demo." You and your team become laser focused on getting people to agree to listen to a presentation of your product or service. To ensure the meeting is a high value opportunity, and not just a chance to hear...
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How well do you collaborate
with your colleagues in various disciplines at your company? What happens when
it comes time to hand off a technical or engineering project for
commercialization by the marketing and sales folks? Learning to defer to
the expertise of others can be traumatic and...
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Many companies still see
their sales engineers as, well, sales engineers. This perspective is status quo
and marginalizes sales engineers from the dynamic, and revenue-producing side
of business development and sales. Sales engineers can be a salesperson with a
strong technical side who is able...
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Where there’s a technical side to sales, more often than not there is an individual with the title of Sales Engineer. In my experience, these professionals are some of the most important resources I have in my competitive arsenal.
When I work with sales engineers, I bring them into the equation...
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Revenue generation is part of everyone’s job
functionality, no matter whether you work in a business development function
for an engineering service company, sell technical solutions, or are part of
the technical team for that company.
Everyone you know is a extra set of
business...
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Do you sell technical products, services and platforms? Do you utilize your company’s sales engineers
(SE’s) to demo your offering and work out technical details so you can clinch the sale?
If so, take a look at the four costly mistakes you may be making with your sales engineers. Let me know if...
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How do you and your
technical and sales colleagues work to appreciate differing perspectives? These differences can fuel
collaboration, not disagreement. And it’s up to you to choose the outcome.
The cultures in technically-intensive companies perceive business development specialists to be...
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