• 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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  • Business

    My Hardest Training Session

    “No matter how good you think you are, there will always be someone out there that can kick your butt.  But never stop improving because it will lessen the bruises.” –My high school karate instructor During high school, I became quite advanced in karate.  And being in high school, at times I really thought I…

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  • Business

    A K-9 Lesson

    On our 23rd wedding anniversary, my wife and I enjoyed an incredible dog-sledding ride through the forest near Monarch Pass in Colorado. The scenery was incredible, but equally amazing were the sled dogs. Before our ride, we met every member of the 33 dog team. Each one had a distinct personality – some exuded boundless energy, some craved…

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  • Business

    Escape!

    You have 1 hour to find a cure to a rampant disease and escape the building before the zombies eat your lunch. Yikes! During a recent family gathering, we visited the amazing Epic Escape Game in Denver, CO. The premise is simple: You and your team are locked in a room and have 60 minutes to find clues, solve puzzles,…

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