by Keith | Sep 23, 2024 | Customer Relationship Management, Sales Engineering, Sales Process, Technical Sales
In today’s fast-paced business world, integrity and ethics have emerged as pillars of sustainable success. As companies face increasing pressure to meet revenue targets, the temptation to bend the rules or engage in questionable behavior can be strong. However,...
by Keith | Sep 23, 2024 | Podcast Episodes
In Episode 41 of Altar of the Demo Gods, hosts Keith Wilson and John Morton dive deep into the role of integrity and ethics in sales. How can sales professionals maintain trust and transparency in their deals? What are the consequences of compromising on integrity,...
by Keith | Sep 19, 2024 | Client Engagement, Communication, Customer Engagement, Customer Retention, Sales Process, Technical Sales
In the high-stakes realm of cybersecurity sales, where clients are often guarding sensitive information and highly cautious about potential threats, authenticity and integrity emerge as critical factors for success. These core values not only facilitate trust but also...
by Keith | Sep 18, 2024 | Client Engagement, Communication, Technical Sales
In the intricate world of technical sales, where products and services are often complex and highly specialized, adopting a value-based selling approach can significantly enhance your effectiveness. Unlike traditional sales methods that emphasize features and...
by Keith | Sep 16, 2024 | Communication, Customer Engagement, Customer Relationship Management, Sales Engineering, Technical Sales
In the competitive landscape of sales engineering, establishing trust and rapport with clients is not just beneficial—it’s essential for long-term success. Trust serves as the foundation upon which successful sales relationships are built, enabling smoother...
by Keith | Sep 16, 2024 | Podcast Episodes
In this episode of Altar of the Demo Gods, Keith Wilson and John Morton dive deep into the essential elements of building trust and rapport in technical sales. They discuss why trust is more critical than ever in cybersecurity sales and how authenticity, integrity,...
by Keith | Sep 9, 2024 | Podcast Episodes
In this episode of Altar of the Demo Gods, Keith and John dive deep into the critical importance of sales forecasting and why it’s often the make-or-break factor for startups. Join us as John explains with passion why the inability to accurately forecast can...
by Keith | Sep 9, 2024 | Client Engagement, Communication, Customer Engagement, Discovery, Sales Forecasting, Sales Process, Technical Sales
Sales forecasting is the backbone of any successful sales strategy. Whether you’re a startup trying to secure your next round of funding or a large organization preparing your annual budget, an accurate forecast can make or break your growth. Let’s dive into why...
by Keith | Sep 7, 2024 | Client Engagement, Communication, Competition, Customer Engagement, Technical Sales
In the competitive world of sales, having a deep understanding of your rivals can make or break your success. Competitive analysis is more than just knowing who your competitors are—it’s about leveraging that knowledge to create effective sales strategies that...
by Keith | Sep 7, 2024 | Communication, Competition, Customer Engagement, Sales Engineering, Technical Sales
In the rapidly evolving world of sales engineering, competitive analysis has become a cornerstone for success. Understanding who your competitors are, what they offer, and how you can position your product as the superior choice is essential for any sales engineer...
