Thoughts on technology, selling and the world at large
This is an active blog that is frequently updated to ultimately provide 101 Ways to Improve Your Career in Presales or Solution Engineering. Follow me on LinkedIn for updates. 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…
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…
“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…