What's Fueling Your Leadership Engine?

Increase Sales

Remember the story about the Little Engine? Would you believe this story can be directly applied to fueling your own leadership engine? Each of us as leaders are our own little engine. What fuels our leadership engine is our emotions, our experiences and our expectations.

Sales Engineering Mindset is Tailor Made for IIoT Challenges

Babette Ten Haken

Sales engineering mindset combines the best of many worlds. As a result, individuals with sales engineering mindset are tailor made to help clients address the challenges of the industrial Internet of Things (IIoT) business ecosystem.

3 Sales Tips from an Engineer Turned Saleswoman

No More Cold Calling

What do women in sales and engineers have in common? An engineer who sells? She is off-the-charts bright, with degrees in both statistics and physics, so engineering was a natural career choice. As she helped me understand, engineering and sales require some similar skill sets.

The Personalization Engine for Busy Sales Teams


As the demand for personalized products increases, efforts to deliver a well-tailored experience on the first take have quickly become an industry standard. Social Selling

Sales Engineers: An Untapped Opportunity For Insights Generation


Between the ears of your sales engineers. Unfortunately, both VP’s of this division and the engineers themselves feel they’re above the laws of “selling” to customers. Where do most of your deeper insights and marketing knowledge reside?

An Engineer and a Sales Rep Walk Into a Bar…

Smart Selling Tools

Quick, how many jokes can you think of about engineers and salespeople? We all know that engineers have certain, ahem, personality traits. ” Jokes aside, it’s those special traits that make for great engineers and great salespeople.

Consider Your Sales Engineers when Choosing a Sales Learning Platform


Sales engineers bridge the gap. Sales engineering, also known as technical sales or solutions consulting, serves as the foundation of technical knowledge for a sales organization. To excel in the role, a sales engineer (SE) needs a deeper level of knowledge into many aspects of the business than a salesperson. A few ways a sales learning platform can immediately impact SE teams: Sales Engineer Onboarding. Developers build the product. Salespeople sell the product.

Using the Gig Model to Build a Sales Engine

Sales and Marketing

Most models for building a sales engine haven’t changed much, yet those traditional channel networks are costlier to develop. Author: Staff "It will sell itself.". We hear that sort of hype often, especially from newer entrepreneurs and innovators looking to build a startup and acquire venture capital. Unfortunately, almost nothing sells itself , no matter how great that product or service may be.

The Basics of How To Leverage Customer Success as a Growth Engine


As the SaaS and technology industries become more crowded with niche products, software companies are facing new challenges around customer retention. Specifically, companies are struggling to meaningfully onboard clients and help them understand their product and its true value, which results in subpar retention rates. Sales Advice Sales Management Digital Selling

How to Build a Sales and Marketing Engine

Sales and Marketing

Issue Date: 2017-04-05. Author: Ben Cotton. Teaser: Gray areas lead to misunderstandings between sales and marketing. When this happens, it’s not uncommon to have sales complaining about the quality of leads and marketing bemoaning sales for not working them.

To Fuel Your Marketing Engine, Fill Up on Creative

Sales and Marketing

However, while automation is delivering ROI for most teams – 86 percent report its been somewhat or very effective – the best marketing engine in the world won’t function without creative fuel. Automation might provide the marketing engine with more horsepower, but without enough creative “fuel,” it can’t accelerate the vehicle.

“Smile and Dial” Sales Reps Will Soon Be Replaced By Search Engines [Roundup]


Welcome to your weekly roundup for Oct 13-20. This week we’re summing up insights why it's becoming urgent that salespeople take on more autenthic terms of engagement, why self-development is crucial for operational efficiency, and how to recognize the signs of a bad sales manager. Social Selling

Product Management and Engineering: Your CPQ Project’s Greatest Assets?

Cincom Smart Selling

This is the kind of story that makes product managers and engineers seethe. That data must come from Product Management (or Engineering) in the form of limitations on how parts and assemblies are matched up to address a prospect’s needs. The post Product Management and Engineering: Your CPQ Project’s Greatest Assets? Product Management is part process, part technology and part common sense. Product design and product configuration may reflect that reality in unexpected ways.

Is Your Sales Engine Working?

Sales and Marketing

Understanding the current state of your sales enablement strategy is key to managing a well-oiled sales engine. Understanding the current state of your sales enablement strategy is key to managing a well-oiled sales engine. Issue Date: 2013-03-12. Author: Dustin Sapp. Teaser: Are your sales conversations managed through a hodgepodge of emails? Are your sales conversations managed through a hodgepodge of emails?

How to Build a Sales and Marketing Engine

Sales and Marketing

It’s the foundation of our sales and marketing engine and spells out which team is responsible for what activity. To build an effective sales and marketing engine, you need a funnel consisting of the following stages: Prospect/Visitor. They realise that sales and marketing can be engineered, and the starting point is clearly articulating each point within the process, who owns it and at what moment it is handed over.

Re-Engineering Your Revenue Supply Chain to Avoid the ‘Amazon Effect’

Sales and Marketing

To counter this macro change in buyer behavior, companies that rely on B2B sales are re-engineering their revenue supply chain. Re-engineering the Sales Process. Similarly, sales organizations are re-engineering their sales process to remove the constraints associated with filling their sales pipelines.

Why Order Taker Mindset will become IIoT Business Extinct

Babette Ten Haken

Do you support their businesses even when you are not selling or engineering anything for them? That tact characterizes yesterday’s transactional sales, engineering and sales engineering order taker mindset. Order taker mindset will go the way of the dinosaurs.

Want to Accelerate the Pipeline At Your Organization?

The Sales Hunter

Digital Sales Engine is a day-long online learning event on November 17, packed with live sessions and master classes by 30+ of today’s leaders in sales. Blog Professional Selling Skills Prospecting digital sales engine prospecting sales pipelineOther top sales speakers and I will come together to provide a learning experience full of proven strategies and powerful insights around sales technology. The event will consist of […].

Is Professional Overthink part of Your Professional Toolkit?

Babette Ten Haken

First, design thinking keeps engineers from rushing too far ahead and over-designing and engineering solutions that no one really wants. Professional overthink causes us to think too long, and too hard, about solving problems (and other things). Which isn’t necessarily a bad thing.

SME 54

"Social Engineering" Your Prospecting Calls


Kevin Mitnick was one of the most notorious computer hackers in the world; and at the time of his arrest in 1995, the most wanted computer criminal in US history. After his release from prison, he wrote the book "The Art of Deception" in which he s

Selling to Technical People – How well do you work with Engineers? By Babette Ten Haken

Sales Training Advice

It’s well known that engineers are conservative, risk-averse, overly cautious and extremely rational. If you are in a position of selling to engineering-intensive companies, or working with a sales engineer to close a sale, it’s imperative that you take the time to understand how to communicate with technical professionals. Words are extremely important to engineers. Semantics and syntax are critical to engineers. Let the engineers be, well, engineers.

How Your Professional Bandwidth becomes more Valuable to Clients

Babette Ten Haken

Customer Experience, Success, Loyalty, Retention Professional Development client acquisition customer experience customer retention engineering professional bandwidth quality salesYou have a professional bandwidth. Did you realize that? What is its breadth and depth? Amplitude and frequency?

SME 72

The Cost of Demonstrating Your Value to Déjà Vu Customers

Babette Ten Haken

Collaboration And Convergence Customer Experience, Success, Loyalty, Retention A-List Customers change mindset collaboration customer retention engineering quality repeat customers ROI salesHow many déjà vu customers do you serve – or attempt to serve? Go ahead.

One Millimeter Mindset Customer Retention Blog Posts 2017

Babette Ten Haken

When I started this blog in 2009, I focused on the thorny issues involved with communicating across the sales-engineering interface®. Hence, in 2014, One Millimeter Mindset customer retention became the logical next-step evolution of Sales Aerobics for Engineers®.

3 Ways to pivot Customer Retention Pain into Business Success

Babette Ten Haken

Collaboration And Convergence Customer Experience, Success, Loyalty, Retention Professional Development contract renewal customer experience customer retention customer success engineering IoT marketing quality sales strategyAnyone out there experiencing customer retention pain?

Predictive Analytics as an Engine of Research and Development with New Product Launches

Sales and Marketing

Issue Date: 2015-08-07. Author: Lana Klein. Teaser: Innovation is the driving force of growth, but many new product ideas fail in the marketplace, leaving a trail of wasted time and resources. Sometimes the product idea is good but is poorly communicated.

Why tread water in an Us versus Them Business Model?

Babette Ten Haken

As a result, enlightened sales, marketing, engineering and IT professionals, like you, attempt to cobble together a cross-functional, collaborative internal network to stay competitive. Are you treading water, feeling all alone, within an Us versus Them business model?

SME 61

Manage Your Churn or Pay the Consequences – Why Churn is Part of Your Sales Engine

A Sales Guy

I spend a lot of time on this blog talking about selling and making new sales. What I haven’t talked a lot about is protecting the base or preventing churn. Churn is becoming increasingly important. I am seeing more and more business monthly recurring, SaaS business models.

Churn 54

Customer UnRetention Syndrome results from 4 Sales Achilles Heels

Babette Ten Haken

After all, as a sales person, sales engineer or sales operations professional, you think you are doing a superlative job. Subscribe to the Sales Aerobics for Engineers® Blog via the red Never Miss An Article box. Customer unretention syndrome happens. Frequently.

Why Your Professional Expiration Date is Out of Sync and What to Do

Babette Ten Haken

Let’s say the operations or engineering team is weighing in on a company-wide project. A software engineer has a fleeting professional expiration date, lasting 2 years, if that long. Everyone has a professional expiration date.

SME 65

Cartographic’s Favorites of 2017

Sales Hacker

Architectural and Engineering Drawings Cartographic Records Maps Military Photographs Ship Plans U.S. Co-written with Amy Edwards. The Cartographic Branch holds a wide variety of materials.

Why A Promise Statement is more than a Value Proposition

Babette Ten Haken

Customer Experience, Success, Loyalty, Retention Professional Development corporate culture customer experience engineering marketing professional promise statement sales value propositionsA professional promise statement clearly defines what you promise to deliver, over time, to clients.

2 Reasons Why Absentee Landlord Leadership is not Leadership at All

Babette Ten Haken

Regardless of whether you sell, engineer or serve clients, there are 2 scenarios I have encountered when working with small to mid-sized companies (SMBs). Our job, as business, engineering and service leaders of worth, is to create and deliver extraordinary client outcomes.

SME 56

3 Ways confining Customers boxes you in from discovering Unmet Needs

Babette Ten Haken

Customer Experience, Success, Loyalty, Retention Professional Development collaboration customer discovery engineering innovation sales startupsAre you unintentionally confining customers to thinking inside your organization’s box?

SME 62

Top 5 SEO tips for landing page optimization


Best Practices Marketing Automation Uncategorized search engine optimization The post Top 5 SEO tips for landing page optimization appeared first on Salesfusion.

Today’s Marketing for Small Business Goes Beyond Awards

Increase Sales

During the last five years, I have had numerous clients who paid thousands of dollars to marketing experts for websites that would deliver high traffic due to being search engine friendly or search engine optimized (SEO).

Slinging Professional Lingo like New Year’s Confetti?

Babette Ten Haken

Many professionals throw around sales, engineering, IT, Big Data, predictive analytics and Lord knows IoT and industrial IoT terminology like they are confetti at a New Year’s Eve celebration. First, if a sales person is not a technical or engineering peer, why be an imposter?

Top 5 SEO tips for landing page optimization


Best Practices Marketing Automation Uncategorized search engine optimization The post Top 5 SEO tips for landing page optimization appeared first on Salesfusion.

Are You Ready for SEO Marketing?

Increase Sales

For many in mid-size to small businesses, search engine optimization marketing. Hopefully, your small business will react better than the majority of small businesses who still lack a website less alone a search engine friendly one.

How to avoid accidental complexity in software design


In 1986, computer architect Fred Brooks published a paper called “ No Silver Bullet ,” in which he observed that software engineering wasn’t producing the same productivity gains compared to hardware engineering. Andrew Sardone is the VP of Engineering at Nutshell. CRM Nutshell focus management Nutshell team people of Nutshell software software design software engineering