16 Soft Skills Every Sales Professional Needs Jan 30, 2023

Introduction

As sales professionals - whether you are a BDR/SDR, account executive, sales engineer or any other role in the go-to-market team, we are expected to find new leads, discover new...

Continue Reading...
Sales Engineer Interview Questions Dec 06, 2022

Sales engineers work with the sales team to support customers technically. An engineering background and the capacity to communicate complex concepts simply are prerequisites for this position....

Continue Reading...
18 Best Discovery Call Questions to Establish Relationships fundamentals Nov 15, 2022

What Is a Discovery Call?

A discovery call is the first interaction you have with a potential customer after they express interest in your goods or services. This conversation will establish...

Continue Reading...
What Are Sales Demo Environments? The Complete Guide presales tools Oct 26, 2022

What are sales demo environments?

If you're in sales, you already know the importance of creating a sales demo environment that allows your audience to get to know your product.

When you're working...

Continue Reading...
Sales Engineer Salary Breakdown for an Aspiring Sales Engineer fundamentals Sep 02, 2022

There are many careers that involve sales in some way, but those careers aren't all the same. In some cases the selling is very direct, right to the consumer. But there are many B2B sales jobs, as...

Continue Reading...
What Is Tech Sales? How to Launch a Career in Technology Sales. fundamentals Aug 28, 2022

According to the U.S. Bureau of Labor Statistics, it's smart to get into the tech sales industry. The career path is experiencing steady growth, is accessible with a bachelor's degree, and often...

Continue Reading...
What Is a Trial Close? 10 Trial Close Questions to Ask Prospects Aug 10, 2022

We all know about asking for the sale but knowing when you’re at that point in the conversation isn’t always easy. The trial close isn’t as widely understood or used as a regular...

Continue Reading...
10 Steps to Master the Art of Sales and Outsell Your Competition Aug 03, 2022

If you are new to the sales profession or already working in it and want to hone your current skills, you need to master the art of sales.

The best way to do that is through a good understanding of...

Continue Reading...
Technical Sales Engineer Training: The 4 Skills of Mastery fundamentals Jun 30, 2022

 A good salesperson needs to have an in-depth understanding of the products they are selling in order to succeed. In most cases, learning the ins and outs of a product doesn't require all that...

Continue Reading...
What Is Sales Engineering and the Complete Guide to Mastery fundamentals Jun 22, 2022

Sales jobs are varied and multi-faceted careers that many different people will consider in their lives. However, there are key differences between different types of sales professionals. The types...

Continue Reading...
Building Confidence in Front of an Audience Jun 16, 2022

Tips For Speaking In Front Of An Audience

Here’s the truth: not all of us are born with natural stage presence. 

But luckily, like most things in life, it’s something we can...

Continue Reading...
EXPLAIN, But Don't OVER EXPLAIN Jun 15, 2022

Tips from Sales Engineer David Ledger on How to Explain, without Over-Explaining

One of the habits that many new (or even experienced) technical sales professionals struggle to break, is a tendency...

Continue Reading...
 
Episode 15: Leave Nothing to Chance Feb 11, 2021

This week I had the pleasure of interviewing Tom Edwards.  He’s an advisor with Deloitte consulting and the founder of The Modern SC.  Tom is a huge proponent for demo automation...

Continue Reading...
 
Episode 14: How demos are like Skydiving Jan 30, 2021

In this week's Check-in with the Doctor I interviewed Larson Stair, CEO of Demoflow.  He and his business partner officially launched Demoflow about a year ago and have not only flourished...

Continue Reading...
 
Episode 13: The One Percent Difference Jan 24, 2021

In this week's Check-in with the Doctor I interviewed Steve Bullington.  Steve runs the SCOUT program for Salesforce, an onboarding program for new college hires entering the sales engineer...

Continue Reading...
1 2