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. MORE
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. MORE
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 MORE
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. MORE
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? MORE
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 MORE
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? MORE
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. MORE
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. MORE
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 […]. MORE
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. MORE
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. MORE
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 MORE
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. MORE
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 MORE
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? MORE
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. MORE
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. MORE
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. MORE
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 MORE
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 MORE
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. MORE
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. MORE
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 MORE
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 MORE
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? MORE
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®. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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 MORE
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. MORE
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. MORE
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. MORE
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. MORE
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. MORE
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 MORE
Engineering Related Topics Increase Sales
JANUARY 31, 2016
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.
Mindtickle
MAY 14, 2018
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
Babette Ten Haken
MARCH 24, 2017
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.
Sales and Marketing
OCTOBER 4, 2017
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.
Mindtickle
MAY 8, 2018
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
Nutshell
JUNE 15, 2018
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.
Sales and Marketing
MARCH 11, 2013
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?
Increase Sales
NOVEMBER 29, 2014
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.
A Sales Guy
MAY 26, 2013
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?
SalesforLife
DECEMBER 12, 2017
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?
SalesforLife
MARCH 27, 2018
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 and Marketing
APRIL 4, 2017
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.
Sales and Marketing
SEPTEMBER 7, 2017
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.
SalesforLife
JANUARY 12, 2018
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.
Sales and Marketing
AUGUST 6, 2015
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.
Allego
JANUARY 9, 2018
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.
Sales Benchmark Index
JULY 4, 2018
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?
SalesforLife
FEBRUARY 15, 2018
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
Ingage
DECEMBER 7, 2017
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.
Smart Selling Tools
NOVEMBER 21, 2011
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.
SalesforLife
OCTOBER 20, 2017
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
Cincom Smart Selling
SEPTEMBER 21, 2016
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.
Sales Benchmark Index
JUNE 12, 2018
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.
Babette Ten Haken
JUNE 18, 2018
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
SalesGravy
APRIL 28, 2010
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
Leading Results Rambings
JUNE 22, 2013
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.
Smart Selling Tools
JUNE 3, 2018
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
A Sales Guy
DECEMBER 13, 2012
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.
Babette Ten Haken
MARCH 22, 2017
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.
Babette Ten Haken
JULY 18, 2018
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
Sales Training Advice
JANUARY 4, 2012
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.
The Sales Hunter
NOVEMBER 2, 2016
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 […].
Babette Ten Haken
JULY 16, 2018
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.
Babette Ten Haken
JUNE 14, 2018
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.
Babette Ten Haken
JUNE 27, 2018
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.
Babette Ten Haken
JULY 9, 2018
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.
Babette Ten Haken
JUNE 20, 2018
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
Babette Ten Haken
JULY 12, 2018
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.
Babette Ten Haken
JUNE 28, 2018
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
Babette Ten Haken
DECEMBER 28, 2017
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®.
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