The IIoT sales team meeting is a sacred, collaborative and evolving workspace. Especially within industrial Internet of Things (IIoT) environments. Interestingly, these meetings represent the Future of Work. Are you ready? Are you comfortable working in this professional environment? Well, a lot has happened as we start Year 9 of the Sales Aerobics for Engineers®… [Continue Reading]
I was speaking with an engineer about business development strategies for his small business. We mused about how little civil engineering has changed since the pyramids were built.
Non-traditional sellers may not have intentionally ever applied for a sales job. As their story goes, they “fell” into selling due to the demands of their business development goals. They are an engineer who started their own company and realized they needed to tell potential customers they existed! A gregarious scientist who was inquisitive about… [Continue Reading]
Are you wondering why customers and funders aren’t clearing out their calendars to meet with you to discuss your venture, startup, or your company’s products/services/platforms? Perhaps you are boring them to pieces. Perhaps you are fading into the wallpaper. Perhaps you are being perceived as a commodity. Any way you look at it, they don’t… [Continue Reading]
How are you developing business for your company? Are you an engineer who now sells? How about the CEO of one of many of today’s startups? OK, I’ll open this up to sales people as well. It may be news to you that your first order of business is to understand your company’s business model,… [Continue Reading]