A demo mindset becomes a game changer. The outcomes either take your team closer towards being short-listed as a contract winner or eliminated as a contender. Timing and insight are everything. As a sales engineer or sales operations professional, you have a critical role to play in helping the sales organization deploy the demo appropriately…. [Continue Reading]
Overcome Demo Mindset with Sales Engineering and Sales Operations Insights
Team Demo Strategy – 3 Tips
What’s your demo strategy? Do you leave the close of the sale in the hands of your sales engineer to “demo” (demonstrate the features, benefits and flexibility of products, platforms and systems)? How successful are you? If your sales strategy hinges on living and dying by the demo, let’s look at 3 tips to enliven your… [Continue Reading]
4 Tips for Selling to Technical Decision Makers
Most sales people avoid prospecting accounts with a technical decision maker. For some reason, all of your marketing and selling collateral seems to fall short of clinching the sale. Companies with technical decision makers can represent lucrative contracts and loyal customers. There’s a bit more involved, however. That “bit more” of effort often is the… [Continue Reading]
4 Costly Mistakes about Your Sales Engineer
Do you sell technical products, services and platforms? Then you utilize your company’s sale engineer (SE) to demo your offering and work out technical details so you can clinch the sale. Take a look at 4 big mistakes you may be making with your sales engineer. Let me know if you recognize any of these… [Continue Reading]
4 Tips to Avoid Leaving YOU Up to Other People
Are you frustrated about why no one seems to “get” just what it is that you can do for them? You tell them your job title, or your degree, or you describe your skill sets. Perhaps you pepper your conversation with details about your products, services, platforms, solutions. You pitch to them. You sell at… [Continue Reading]
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