by Keith | Mar 19, 2024 | Communication, Sales Engineering, Technical Sales
Empathy and expertise are the driving forces behind successful sales. When sales professionals empathize with their customers, they can connect on a deeper level, building trust and rapport. This connection is crucial for understanding the customer’s pain points...
by Keith | Mar 18, 2024 | Podcast Episodes
In this episode of Altar of the Demo Gods, hosts Keith and John dive into the art of handling objections in sales, with a focus on technical objections. They share their experiences and strategies for addressing objections effectively, emphasizing the importance of...
by Keith | Mar 18, 2024 | Communication, Objection Handling, Sales Engineering, Sales Process
Handling objections is a critical skill in the sales process. It’s not just about addressing concerns but understanding the underlying reasons behind them. When a customer raises an objection, it’s an opportunity to delve deeper and uncover the root cause....
by Keith | Mar 13, 2024 | Communication, Discovery, Sales Engineering, Technical Sales
Qualifying and understanding customer pain is essential in the sales process for sales engineers. It involves actively listening to the customer, asking relevant questions, and empathizing with their needs and challenges. Here are some insights into how sales...
by Keith | Mar 12, 2024 | Communication, Discovery, Sales Engineering, Technical Sales
Use case discovery is a critical step for sales engineers to grasp and cater to their customers’ needs effectively. It’s about pinpointing the problems customers aim to solve and tailoring your product or service to be the optimal solution. Engaging in...
