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.

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.

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.

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

Allego

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.

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.

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?

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.

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.

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.

Top 5 SEO tips for landing page optimization

Salesfusion

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

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.

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

SalesforLife

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

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.

Top 5 SEO tips for landing page optimization

Salesfusion

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

Spend more time selling and less time searching

Smart Selling Tools

Salespeople can’t find the bits and pieces of information and insight they need in any one place because search engines don’t work that way. I read a post this week by Colleen Honan of OneSource. Colleen is the SVP of Sales and Service for OneSource.

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.

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?

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.

Top 5 SEO tips for landing page optimization

Salesfusion

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

Defining Transactional Table Stakes for IIoT Business? Why Bother?

Babette Ten Haken

Customer acquisition sales and sales engineering processes are intense, time-consuming, mentally exhausting and complex.

ROI 24

Can Sales Operations Insights connect End User Reality to Sales Fantasy?

Babette Ten Haken

Subscribe to the Sales Aerobics for Engineers® Blog via the red Never Miss An Article box. Sales operations insights become key to translating end user experience to the C-Suite and sales organization. First, these insights become critical factors influencing customer loyalty.

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.

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®.

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.

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 […].

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).

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.

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.

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.

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.

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?

We’re Building A Team To Sell A Very Technical Product To CTOs And Engineers And Having Difficulty. Should We Be Looking For IT/Engineers And Try To Train Them To Sell?

Sales Tips & Techniques

Although a sales management team may think that the best thing to do when they are given a technical product would be to convert IT workers and engineers to salespeople, this is a poor choice. Read full story → Sales Management

Marketing Campaign Planning to Capture Attention

Sales Benchmark Index

As marketing shifts from art to science, marketing leaders with an engineering background. Today’s guest is rare marketing leader with 20+ years of B2B marketing leadership experience who can demonstrate a masterful blend of strategy and tactics for campaign planning.

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

SalesforLife

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 Can You Improve Your Sales Culture?

Sales Benchmark Index

Herman Miller coined the term “Engine of Prosperity” when referring to their workplace concept of the Living Office. It presents a fundamental shift in the way that individuals work and collaborate. Can you say the same for your sales culture?

The 8 Main Obstacles ALL Sales People Must Overcome

MTD Sales Training

Edwards Deming was an American engineer, statistician, professor, author, lecturer, and management consultant – an all-round clever guy. He is regarded as having had more impact on. [[ This is a content summary only. Visit my website for full links, other content, and more! ]].

How Should CMO’s Evaluate Marketing Automation Vendors?

Sales Benchmark Index

Lead Generation is the path and their Marketing Automation system is the engine. CMO’s are on a crusade to increase marketing contribution to revenue. However, 75% of CMO’s are not accomplishing what they expect from Marketing Automation (Frost & Sullivan report).

New Leads Study Supports Quickness and Follow Up

Score More Sales

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

Moving from Selling as an Art to Selling as a Science

Membrain

We seem to be approaching or passing the tipping point where leading sales practitioners view successful selling as a disciplined, focused, engineered approach to engaging and creating value for customers. Stated differently: we're moving more toward selling as a science. Sales Process Sales Management