Several months ago, sales engineer Aynur M. Akyaz asked the question: “Sales Engineers – Where do we fit in?” on the Sales Engineering Professionals and the Electrical Sales Engineers LinkedIn discussion groups. Over the past few months, many of us joined in this discussion. Depending on where you sit around the table, you see the… [Continue Reading]
I’m moving offices. You know what packing up is all about. What a pain! It’s easiest to put everything in boxes and be done with it. Easy yes. Effective no. I’m going through everything (yes everything) and eliminating what didn’t work and retaining what did. This is not a stroll down memory lane, although some… [Continue Reading]
How many of us enter into relationships with colleagues and vendors only to be disappointed by the quality and quantity of their deliverables? But we say nothing to them. Because we don’t want to offend them. Because we assume responsibility for their not performing as advertised. Because we are optimistic that they simply are running… [Continue Reading]
In my early days as a sales rep, I had a customer who only wanted to hear himself talk. After he had ranted for a while, he’d lean back in his chair and state to the heavens: “You know I’m right.” At which point I, and whoever else was sitting across the table from him,… [Continue Reading]
My post today is featured on Robert Terson’s Selling Fearlessly blog. It’s title: Everyone is a Customer of Everyone Else, an excerpt from my book, Do YOU Mean Business. Enjoy your read. Tell me how the concept of customer plays out in your workplace and in how you serve your customers.