by Keith | Apr 15, 2024 | Podcast Episodes
Welcome back to “Altar of the Demo Gods,” where hosts Keith Willson and John Morton share their insights from the frontlines of technical sales. In Episode 18, we dive into the art of negotiation, debunking myths and revealing strategies to ensure both...
by Keith | Apr 8, 2024 | Sales Engineering, Sales Process, Technical Sales
In the realm of technical sales, responding to RFX (Request for Information, Proposal, or Quotation) documents is a critical yet challenging task. These documents are often the first step in a formal procurement process and can significantly impact the success of a...
by Keith | Apr 8, 2024 | Podcast Episodes
Welcome to Episode 17 of “Altar of the Demo Gods” with your hosts, Keith Wilson and John Morton. Dive deep into the world of RFX responses as we share our personal experiences and strategies for tackling the dreaded RFI, RFP, and RFQ. Discover how to...
by Keith | Apr 3, 2024 | Sales Process, Technical Sales
RFx responses are a critical component of the sales engineering process. These documents are your opportunity to showcase how your solution meets the client’s needs and stands out from the competition. Understanding the RFX Requirements The first step in...
by Keith | Apr 1, 2024 | Sales Engineering, Solution Design
Solution design is a critical aspect of sales engineering, especially when dealing with complex products or multi-faceted solutions. This blog post will delve into the key components of successful solution design. Discovery: The First Step in Solution Design The...
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...
