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]
Your IIoT Sales Team Meeting is now run by an Engineer. Are You Comfortable?
Overcome Demo Mindset with Sales Engineering and Sales Operations Insights
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]
IIoT Sales Performance Strategy leverages a Solid Sales Operations Strategy
Sales performance strategy leverages a solid sales operations strategy. While this is good advice for any selling environment, it is particularly appropriate for industrial Internet of Things (IIoT) selling environments. Why? Because IIoT selling environments are dynamic and continuously changing. As a result, they require an equally-dynamic and responsive sales performance environment. Collaborative IIoT sales performance… [Continue Reading]
The Second Sale and Customer Retention Strategy
The second sale impacts customer success and customer retention. There is no ecosystem more impacted than smart manufacturing plants, where long equipment lifecycles and extended vendor contracts rule the day. Think about your current sales dynamics. The first sale is focused on winning new customers. Those efforts, processes, tools and metrics engulf the activities of… [Continue Reading]
Hi There, Internal Customer Retention Experts Here
We are your organization’s internal customer retention experts. Hello there. We love to retain your sales team’s customers. You work hard to land those complex deals. We want you to know that we really look forward to: Ensuring new customers have the proper care and feeding for superlative customer experience; Educating existing customers about under-utilized… [Continue Reading]
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