I have implemented the following Top 5 initiatives when building a new Sales Engineering function from the ground up. Depending on the current structure of the Sales Organization, timing and complexit … read more

80/20 Rule: Get 80% relevant in 20 minutes [Ok, I admit of twisting the 80/20 rule a bit here] Even though this article is written with a specific activity in mind – solution demonstration, the … read more

Strengthening the AE-SE Partnership: Best Practices for Success1. Give – Get FeedbackSales reps and Sales Engineers both play critical roles in winning deals. It truly is a team effort. Sales Engineer … read more

Let's first be grateful for all we have accomplished this year and be thankful for the opportunities we were given all along to learn, share and grow. For the relatively new SE teams, we should reflec … read more

Sales Engineering is still an undiscovered and misunderstood profession. Even though there are 75,000 Sales Engineers in the US alone (according to the Bureau of Labor Statistics, 2016), there is stil … read more

I am proud to be an evangelist for Sales Engineering. My passion for this profession is driven by the possibilities of the positive impact we can have on an organization. Over many years and across ma … read more