Thoughts on technology, selling and the world at large
The role of Presales, also known by job titles such 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.…
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…
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…