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Too honest for sales?

Too honest for sales?

It has been remarked on occasion that I am too honest to work in sales. As a pre-sales product specialist, I would gently correct salespeople who were being a bit “lax” with the facts of what our products could or could not do for the customer. In one specific case of...

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Demonstrating customer value while sleeping on the job

Demonstrating customer value while sleeping on the job

During an international sales tour in 2006, I did something in a customer sales meeting that I had not ever done before. I fell asleep in my chair. During a sales presentation. The company’s VP Of International Sales and I had been on 2-week long tour, taking in...

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A not-so-great customer sales experience

A not-so-great customer sales experience

In a previous career, I worked as a pre-sales product specialist, providing support to a sales team responsible for selling telecoms test & measurement products to telecoms companies and telecoms equipment manufacturers around the world. In theory, this meant that...

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The importance of a fast customer proposal

The importance of a fast customer proposal

Research shows that 35-50% of sales go to the vendor that responds first. [Source: insidesales.com] When faced with a technical portfolio of products many sales people are simply unable to qualify a customer opportunity and position relevant products within their...

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Too honest for sales?