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.

Onboarding for sales engineers


Onboarding for sales engineers isn’t just about making sure they have a pass to get into the building on day one. The post Onboarding for sales engineers appeared first on MindTickle. New Hire Onboarding Onboarding sales engineers Sales onboarding

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.

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.

Integrating the role of sales engineers into the sales process


Sales engineers play a crucial role in the sales process for complex products. The post Integrating the role of sales engineers into the sales process appeared first on MindTickle. Sales Readiness sales engineers sales process

How Nutshell’s support engineer rotation keeps us focused on customers, not code


The purpose of a support engineer in a development team is to have someone in place to quickly address the customer-facing product concerns that come up on a daily basis, and serve as the bridge between the support team and the development team. By bridging the gap between developers and customers—and having a focused plan for what to prioritize—a support engineer can ensure that the right problems get solved at the right time. Chris Cain is the Engineering Lead at Nutshell.

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?

Small Business Saturday Is America’s Economic Engine

Increase Sales

Small Business Saturday is indeed American’s economic engine. Outside of the industrial revolution which gave birth to big business, small businesses have always been the economic engine.

Sunday Morning Blog: Sales Aerobics for Engineers

A Sales Guy

Sales Aerobics for Engineers is a great resource for anyone, not just engineers, who wants to understand the selling world better. Sales Aerobics for Engineers is a practical blog tackling real world sales and business issues. Who says technical people can’t sell?

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?

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

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 Solution Consultants/Sales Engineers Must Become Digital Sellers


Customers are looking for information to inform and arm themselves to make calculated business decisions. I as a sales professional can provide superlative information and basic levels of trust through the insights in the boardroom.

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.

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.

ABM Does Not Work

Sales Benchmark Index

Article Sales Strategy ABM ABM Engine advocate customers engage expand identify methodology package Randall LaVeau sales snowflake strategy technologyABM is a methodology, not a technology. If this is true, why do technology vendors keep trying to sell you ABM in a package?

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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

Getting design and engineering teams to play on the same team.


At Micromuse we had a great designer whose work we engineers routinely violated, ripping it up and duct-taping it back together whenever it suited our purposes. Most engineers don't really have an instinct for design; it turned out that I do. Photo by picjumbo.com from Pexels.

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.

“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.

Advice to CMO’s – What to Do When You Hit the Mid-Tenure Blues

Sales Benchmark Index

Article Corporate Strategy Marketing Strategy 5 year roadmap assessment be transparent campaign proforma checklist CMO experts ginger smith leverage expertise MQL plan plan of action play to win position marketing revenue engine staff start anew structure The StudioYou’ve made it through the early CMO years, bringing in fresh perspectives and skill sets.

Become Comfortable being Professionally Uncomfortable

Babette Ten Haken

Professional Development change management CHRO engineering human capital strategy IIoT Industry 4.0 IoT IT professional development professional innovation professionally uncomfortable quality sales sales-engineering strategy

"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

Search Engine Optimization core differences between 2008 and today

Leading Results Rambings

A core change of search engine optimization techniques between today and just a few years ago are the referred to “Panda” and “Penguin”- Apparently because no understanding of Google is complete without a trip to the zoo? This was a conventional technique for the traditional Search Engine Optimization companies that delivered outstanding bang for the buck. At one point, it was true that the best search engine optimized sites were not on those platforms.

SalesTech Video Review: @TechTarget

Smart Selling Tools

Priority Engine by TechTarget helps you find the accounts that matter and the contacts that convert. With Priority Engine. Video Reviews Buyer Intent to Purchase Priority Engine sales intelligence TechTarget

Video 67

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.

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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.

Is Customer Bombardment Your Customer Experience Strategy?

Babette Ten Haken

Plus, sales reps, as well as IT and engineering professionals, request appointments. Collaboration And Convergence Customer Experience, Success, Loyalty, Retention customer bombardment customer experience customer retention customer satisfaction engineering IIoT Industry 4.0

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.

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 […].

Surprised when Loyal Customers become Former Customers?

Babette Ten Haken

The transformation of loyal customers into former customers is a real conundrum. Especially in the age of big data meets customer satisfaction. After all, if you continuously keep your fingers on the pulse of your customers, all that data should tell you who is vulnerable. And who is not.

Start A Customer Micro Experience Playbook this Summer!

Babette Ten Haken

Customer micro experiences play out big time, towards acquiring and retaining a loyal customer base full of raving client evangelists! And the summer months offer us all a bit more breathing room to ask ourselves questions about customer experience that, well, make us a bit uncomfortable.

When Professional Elitism becomes a divisive Workplace Force

Babette Ten Haken

STEM (Science-Technology-Engineering-Mathematics) colleagues who tune out and turn off during cross-functional meetings with colleagues on the business side of the organization. Professional elitism is alive and well in far too many startups, businesses, associations and larger organizations.

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Can a Multigenerational Workforce be a Collaboration Sandbox?

Babette Ten Haken

Otherwise, Quality, engineering, IT, HR and other disciplines remain perceived as just another organizational line item and cost center. The multigenerational workforce is a workplace reality. Unless, of course, you are a workplace hermit. And, let’s face it.

SME 74

Why Your Post Sale Teams really own Customer Retention

Babette Ten Haken

Collaboration And Convergence Customer Experience, Success, Loyalty, Retention Human Capital & Industrial IoT Workforce CHRO customer experience customer retention customer success CX engineering IIoT Industry 4.0

Professional Momentum requires a Balanced Start

Babette Ten Haken

Human Capital & Industrial IoT Workforce Professional Development career customer service engineering IIoT Industry 4.0 Your professional momentum is like a seesaw. A teeter totter. One day, you are motivated and energized.

SME 72

Why Collaboration Common Sense is Workplace Unsustainable

Babette Ten Haken

Or, resisting the temptation to turn off and tune out when your STEM (Science, Technology, Engineering, Mathematics) colleagues drone on and on. Collaboration And Convergence Professional Development collaboration education engineering HR human capital strategy IIoT Industry 4.0

SME 78

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®.