• Life

    In 15 min your computer will…

    Restart. Not a big deal, right? We’ve all seen this type of message on our computers. This time, however, the message popped up on my laptop 10 min into a customer presentation who had a hard stop after 1 hour. Hey, no problem – I’ll just delay it. Surprise! No option to delay or cancel the reboot. Gee thanks. (for those…

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  • Business

    31 Ways to Improve Your Career in Presales or Solution Engineering

    The role of Presales, also known as Solution Engineering or Sales Consulting (among other names), is a unique vocation that sits primarily within the enterprise sales domain. Presales professionals excel at blending the disciplines of business proficiency, sales presence and solution/technical prowess into a seamless, and critical, aspect of sales opportunities. No matter how long…

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  • Business

    How to Destroy Your Presales Career in 10 Easy Steps

    Talk features, features, features:  Value…benefits…ROI.  Too many excess terms to confuse customers.  Just focus on features. They’ll think your smart using all that jargon. Be difficult to manage:  Be late with administrative tasks or, heck, don’t do them at all.  Make your employment a challenge to make your manager prove their ability to manage. Memorize your presentations:  And…

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