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 | 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 | Feb 5, 2024 | Sales Process, Technical Sales
One key aspect of lead generation is market awareness. Market awareness refers to the level of knowledge and understanding that potential customers have about a product or service. When potential customers are aware of a product or service and its benefits, they are...
by Keith | Jan 29, 2024 | Sales Process, Technical Sales
Developing and managing a sales pipeline is a crucial aspect of any successful sales process. It involves generating leads, qualifying them, and progressing them through the various stages of the sales cycle. In a podcast transcript titled “Altar of the Demo...
by Keith | Jan 22, 2024 | Sales Engineering, Sales Process
Sales process and lead generation are two crucial aspects of any successful business. In the podcast transcript, the hosts discuss these topics and provide valuable insights into their experiences. Lead generation is the process of identifying and attracting potential...
