10 Steps to Master the Art of Sales and Outsell Your Competition

Aug 03, 2022

If you are new to the sales profession or already working in it and want to hone your current skills, you need to master the art of sales.

The best way to do that is through a good understanding of how the art of sales actually works. The more...

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Technical Sales Engineer Training: The 4 Skills of Mastery

Jun 30, 2022

 A good salesperson needs to have an in-depth understanding of the products they are selling in order to succeed. In most cases, learning the ins and outs of a product doesn't require all that much technical expertise. For...

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What Is Sales Engineering and the Complete Guide to Mastery

Jun 22, 2022

Sales jobs are varied and multi-faceted careers that many different people will consider in their lives. However, there are key differences between different types of sales professionals. The types of goods being sold and the amount of technical...

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Building Confidence in Front of an Audience

Jun 16, 2022

Tips For Speaking In Front Of An Audience

Here’s the truth: not all of us are born with natural stage presence. 

But luckily, like most things in life, it’s something we can practice and improve upon. 

I asked Tony Francetic,...

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EXPLAIN, But Don't OVER EXPLAIN

Jun 15, 2022

Tips from Sales Engineer David Ledger on How to Explain, without Over-Explaining

One of the habits that many new (or even experienced) technical sales professionals struggle to break, is a tendency to over-explain. 

As experts in our field...

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Episode 15: Leave Nothing to Chance

Feb 12, 2021
 

This week I had the pleasure of interviewing Tom Edwards.  He’s an advisor with Deloitte consulting and the founder of The Modern SC.  Tom is a huge proponent for demo automation and during our conversation shared a number of the...

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Episode 14: How demos are like Skydiving

Jan 30, 2021
 

In this week's Check-in with the Doctor I interviewed Larson Stair, CEO of Demoflow.  He and his business partner officially launched Demoflow about a year ago and have not only flourished amidst the pandemic, but they’ve even...

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Episode 13: The One Percent Difference

Jan 24, 2021
 

In this week's Check-in with the Doctor I interviewed Steve Bullington.  Steve runs the SCOUT program for Salesforce, an onboarding program for new college hires entering the sales engineer and/or customer service manager role.  I asked...

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Episode 12: Bad Demo Gone Well

Nov 27, 2020
 

In this week's Check-in with the Doctor I interviewed Ramzi Marjaba, host of WeTheSalesEngineers podcast.  I asked him if he had ever given a demo that went horribly wrong.  He shared a story of a demo that started out in the worst...

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Episode 11: Car Crash of a Demo

Oct 29, 2020
 

I recently interviewed my friend and colleague Scott Cassidy of ASLAN Training and Development and at the end of our conversation I asked him if he had ever given a demo that went horribly wrong, and if so why?

His answer was spectacular.  He...

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