Thoughts on technology, selling and the world at large
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…
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…
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…