by Keith | Apr 1, 2024 | Podcast Episodes
In this episode of “Altar of the Demo Gods,” hosts Keith Wilson and John Morton dive into the world of solution design in technical sales. They discuss the importance of understanding customer needs, conducting gap analysis, and telling a compelling story...
by Keith | Mar 25, 2024 | Discovery, Sales Engineering, Sales Process, Technical Sales
In the world of sales, especially for sales engineers, understanding your customer is the key to success. This article explores the importance of passive research, technical discovery, team diversity, documentation, and the overall discovery process in achieving sales...
by Keith | Mar 25, 2024 | Podcast Episodes
In this episode of Altar of the Demo Gods, hosts Keith Wilson and John dive into the crucial aspect of the sales process: the discovery process. They discuss the importance of understanding the customer, building relationships, and conducting thorough research. The...
by Keith | Mar 21, 2024 | Communication, Objection Handling, Sales Process, Technical Sales
Understanding the customer’s pain points is crucial in overcoming objections and succeeding in sales. By identifying the specific challenges and needs of customers, sales professionals can tailor their solutions to address these pain points effectively. Viewing...
by Keith | Mar 20, 2024 | Communication, Discovery, Objection Handling, Technical Sales
Honesty is a fundamental principle in objection handling. Being upfront and transparent with customers, even if it means walking away from a deal that isn’t the right fit, builds trust and ensures that both parties are working towards a common goal. Asking...
