by Keith | Apr 15, 2024 | Sales Engineering, Sales Process, Technical Sales
Negotiation is a critical aspect of technical sales, and sales engineers play a pivotal role in this process. Their technical expertise, understanding of customer needs, and ability to communicate complex information clearly make them invaluable during negotiations....
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 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 | 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 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 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....
