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...
by Keith | Mar 11, 2024 | Communication, Discovery, Sales Engineering, Sales Process, Technical Sales
For sales engineers, delving into customer use cases is paramount. These narratives shed light on the challenges customers encounter and how your product or service can emerge as the solution. Engaging in discovery conversations with customers is essential to unearth...
by Keith | Mar 4, 2024 | Communication, Sales Engineering, Technical Sales
Storytelling is a powerful tool in the world of sales, particularly in technical sales and sales engineering. It’s not just about presenting facts and figures; it’s about creating a narrative that resonates with your audience. In technical sales, where...
by Keith | Feb 26, 2024 | Communication, Sales Engineering, Technical Sales
In episode 11 “The Power of Storytelling: Engaging Your Audience,” the hosts Keith Wilson and John Morton discuss the importance of preparation in delivering effective presentations. They emphasize that being prepared is crucial for sales engineers and...
by Keith | Feb 12, 2024 | Communication, Sales Engineering, Sales Process, Technical Sales
Building trust in sales is a crucial aspect of the sales process, especially in the cybersecurity industry. In a podcast transcript titled “Altar of the Demo Gods,” the hosts, Keith Wills and John Morton, discuss the importance of building rapport and...
by Keith | Dec 18, 2023 | Communication, Sales Engineering, Technical Sales
Effective communication is a core competency that is crucial in various aspects of life, including professional settings. This is evident in the podcast transcript, where the hosts emphasize the importance of communication in the role of a sales engineer (SE). They...
