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My Four Best Whiteboard Presentation Tips
A few weeks ago, I found myself in a conference room talking in front of a whiteboard for the first…
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the 5 superpowers of world-class sales engineers
While not every sales engineer is great at every one of these skills, every amazing SE I've ever…
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the four traps of a startup field org
Having helped kick-start several field organizations in my career, I've noticed that early stage companies make the same…
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the 3 "must haves" for any presales engineer
World class sales engineers all have a few things in common. I thought it might be interesting to break down…
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the 5 things you can do to NOT get a deal
That's right - today, we're going to talk about the 5 things you can do to…
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three quick tips for better executive presence
I was having a call with someone earlier today, and we got on the topic of executive presence. This is…
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the #1 rule for successful technical sales
There's one mistake I see sales teams make repeatedly.
It drives me nuts - because I know the…
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5 rules for selling in a recession
I think we all know at this point that they'll be announcing a recession soon. It's…
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The #1 Secret To All Sales
Don't Sell Garbage
That's right - all the sales training in the world can't…
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lesson learned: be held back, not pushed forward
I was listening to some leadership podcast a while back, and the person being interviewed was the founder of some…
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the 4 pre-sales engineer archetypes
Not all pre-sales engineers are equal, and the most effective teams find ways to make room for all of them.…
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the 5000 reasons your demo sucks
Let's face it, your product demo probably sucks. Maybe not in 5000 different ways, but almost every product…