After the roller coaster ride of sales and technical business development in 2009, I’ve taken the time to examine what’s important to me in terms of how I approach my client relationships. I’ve also taken the time to re-examine how I process information – sales and technical – and how well I communicate what I… [Continue Reading]
Note to Self: Rock My Own Boat in 2010
There are no Discrete problems for people with an Eagle’s Eye View
Productive sales aerobics for engineers provides you with an eagle’s eye view of your customer base. This perspective also helps you shed habits which make your interactions with others less-than-engaging and therefore, less sought-after. It’s not about the folks you work with “getting it.” It’s about your getting it! With an eagle’s eye view, you… [Continue Reading]
What’s your standard sales operating speed?
Is it getting frustrating trying to get your current customers to make a decision? Depending on your business segment, getting your current customers to commit to a renewal contract or a new project is an on-again, off-again proposition. It’s like they are prudent to the point of madness, driving in the real slow lane of the… [Continue Reading]