5 Tips for Asking Better Discovery Questions
The discovery process can make or break you as a sales engineer. If you feel like you aren’t getting the results you want, or your discovery isn’t as effective as…
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Sales Engineers: It’s Not About You
There are two facts about people that are universally true: The first is that people love talking about themselves. The second is that no one likes it when the person…
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7 Strategies for Aligning Around Your Prospect’s Goals
I came across a scenario recently in which a sales team was feeling incredibly frustrated after a presentation to executive-level prospects went south. Here’s what happened: The sales team, a…
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How to Create a Sales Demo Roadmap
When my clients come to me asking for help with their sales demo, I usually start by helping them discover ways to add structure, organization, and flow to their demos….
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Can a Kitchen Timer Improve Your Demo Skills?
Sales engineers face many obstacles when trying to win new business: Competitive tools, long buying cycles, lack of a prospect’s buying power in an organization, etc. You probably know how…
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Sales Engineers: This is Why You Need a Sales Coach
Sales engineers: Ever thought about hiring a sales coach to help you reach your full potential? In this post, I’ll examine the differences between managing and coaching – and explain why…
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The Importance of Being Coachable
In the realm of sales coaching, there’s a lot of talk about the importance of being coachable: You can’t coach someone who doesn’t want to be coached. Or can you?…
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