Babette Ten Haken

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You are here: Home / Archives for demo

Overcome Demo Mindset with Sales Engineering and Sales Operations Insights

March 31, 2017 by Babette Ten Haken Leave a Comment

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]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Professional Development Tagged With: demo, demo mindset, IIoT, IIoT demo mindset, industrial internet of things, sales engineers, sales operations, sales team

Team Demo Strategy – 3 Tips

November 18, 2015 by Babette Ten Haken Leave a Comment

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]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Human Capital & Industrial IoT Workforce, Professional Development Tagged With: demo, demo strategy, sales engineer, strategy, team, team demo strategy

4 Tips for Selling to Technical Decision Makers

February 13, 2014 by Babette Ten Haken Leave a Comment

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]

Filed Under: Collaboration And Convergence, Human Capital & Industrial IoT Workforce, Professional Development Tagged With: demo, engineering decision makers, sales engineer, technical decision makers

4 Costly Mistakes about Your Sales Engineer

August 9, 2013 by Babette Ten Haken Leave a Comment

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]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Professional Development Tagged With: demo, sales, sales engineer, sales engineers, SE

4 Tips to Avoid Leaving YOU Up to Other People

February 15, 2013 by Babette Ten Haken Leave a Comment

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]

Filed Under: Collaboration And Convergence, Customer Experience, Success, Loyalty, Retention, Professional Development Tagged With: customers, demo, entrepreneurial process, investors, pitch, sales process, sell

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