Data plays a critical role in the Sales Engineering profession. I am writing this article to raise awareness for the aspect of the data that is most often forgotten and undervalued - SE activity data. … read more
As an SE leader, I have worked alongside many business development teams and collaborated on many cross-functional initiatives. In a previously published article,SE influence beyond sales, I suggested … read more
Most Sales reps and sales leaders I talk to, swear by the impact their SE team has on their success. #SalesEngineering is not a secret anymore and the awareness of the influence and impact this profes … read more
There is a Matrix analogy I often use to describe one of the superpowers of Sales Engineers, “freeze time”. Do you remember that scene in the movie, Matrix, where Neo (Keanu Reeves), after finally … read more
The Trifecta of Sales Engineering ExcellenceIn the dynamic arena of sales engineering, three key attributes consistently distinguish the best practitioners: Preparation, Presentation, and Persuasion. … read more
Our sales cycle has evolved and will continue to evolve in the coming decades. Let’s dissect a few sales trends we have been experiencing, especially in the B2B buying and selling journeys. This Q& … read more
