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 | Aug 2, 2024 | Client Engagement, Communication, Discovery, Sales Process, Technical Sales
In the world of sales engineering, metrics are essential for demonstrating the value of your solution and driving sales success. Metrics provide a quantifiable way to show how your product or service meets customer needs, solves problems, and delivers tangible...
by Keith | Jul 22, 2024 | Discovery, Professional Development, Sales Engineering
In the fast-paced world of sales engineering, discovery meetings are the cornerstone of successful engagements. Understanding your prospect’s needs, challenges, and objectives is crucial to providing tailored solutions that resonate. Here’s a comprehensive guide...
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 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...
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...
