Communication dysfunction between sales and engineering professionals negatively impacts professional success. Your customers’ success also is impacted as part of the package deal. How does this happen? Go no further than your workplace and corporate culture. When businesses find it difficult to create and reinforce a culture based on collaboration and communication, “Us versus Them” mindset… [Continue Reading]
Communication Dysfunction impacts Customer Success
Collaborate – April 2016 Blog Post RoundUp!
Tomorrow’s workforce leverages how teams collaborate with each other. When I use the term “collaborate” I refer to cross-functional, multi-generation collaboration. That strategy expands how you network and engage with colleagues in the workplace. Your collective focus, when you collaborate with each other, is to create enduring and valuable business outcomes for your clients. In… [Continue Reading]
Why Skeptical Technical Decision Makers Intimidate You
Admit it, skeptical technical decision makers intimidate you. So you avoid cultivating them as clients. When you do that, you dismiss and marginalize yourself professionally. That’s not a healthy professional perspective. Bottom line: Technical decision makers make you feel “less than” smart. I’m telling you right now: you are not stupid. So let’s explore 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]
Insecurity Doesn’t Sell
Selling to decision makers can be a daunting task. Are you selling from a position of confidence or insecurity? Scenario 1. In selling to technical decision makers, you over-use marketing communications materials as a crutch for your selling insecurity. You think the marcom stuff makes you sound knowledgeable. To a skeptical technical decision maker, these… [Continue Reading]
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