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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