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 19, 2024 | Technical Demo, Technical Sales
Building Trust and Rapport is Essential Building trust and rapport is essential in any relationship, whether it be personal or professional. This is particularly true in the world of sales, where the success of a deal often hinges on the level of trust and rapport...
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 15, 2024 | Sales Engineering, Sales Frameworks, Technical Sales
Sales frameworks are essential tools for sales professionals to effectively navigate the complex process of selling products or services. They provide a structured approach to understanding customer needs, identifying pain points, and ultimately closing deals. In the...
