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
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. MORE
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. MORE
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. 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
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. 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
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
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? MORE
Best Practices Marketing Automation Uncategorized search engine optimization The post Top 5 SEO tips for landing page optimization appeared first on Salesfusion. MORE
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. MORE
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). MORE
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? MORE
Best Practices Marketing Automation Uncategorized search engine optimization The post Top 5 SEO tips for landing page optimization appeared first on Salesfusion. 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
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
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 MORE
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? 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
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
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
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
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? 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
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
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
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. MORE
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. 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
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
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? MORE
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. 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.
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.
No More Cold Calling
OCTOBER 8, 2015
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.
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
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?
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.
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 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.
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
Sales and Marketing
APRIL 4, 2017
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.
Sales and Marketing
APRIL 16, 2017
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.
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 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?
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.
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.
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
APRIL 19, 2018
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.
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
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.
Babette Ten Haken
MARCH 28, 2018
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?
Babette Ten Haken
APRIL 5, 2018
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.
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®.
Babette Ten Haken
APRIL 4, 2018
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?
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.
Babette Ten Haken
MARCH 21, 2018
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?
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 27, 2017
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.
Babette Ten Haken
JANUARY 10, 2018
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.
Sales Hacker
DECEMBER 21, 2017
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.
Babette Ten Haken
NOVEMBER 16, 2017
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.
Babette Ten Haken
FEBRUARY 26, 2018
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.
Babette Ten Haken
FEBRUARY 19, 2018
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?
Salesfusion
FEBRUARY 24, 2015
Best Practices Marketing Automation Uncategorized search engine optimization The post Top 5 SEO tips for landing page optimization appeared first on Salesfusion.
Increase Sales
OCTOBER 23, 2012
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).
Babette Ten Haken
JUNE 29, 2017
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?
Salesfusion
FEBRUARY 24, 2015
Best Practices Marketing Automation Uncategorized search engine optimization The post Top 5 SEO tips for landing page optimization appeared first on Salesfusion.
Increase Sales
FEBRUARY 3, 2014
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.
Nutshell
DECEMBER 4, 2017
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
INDUSTRY INSIGHTS YOUR PEERS ARE READING
58 
Let's personalize your content