sales engineer (2)

Introducing VirtualSE™ -- Outsourced Pre-sales Engineering Support

When there's no SE, sales reps will lean on any technical resource in the company, from product management to product development to engineering. That's not good because these people are performing critical duties. Taking them away from these duties jeopardizes things like product launch deadlines and new product development. Or worse, the sales rep will handle the sales call without technical deal support, which jeopardizes the deal.

Read more …

Posted by by Brian Berlin on 2009-11-05 23:59   0 comments

Beware the Urban Sales Myth: the Big Rolodex

Katherine Rosman writes in the weekend WSJ about the perilous survival of the Rolodex (The Wall Street Journal, Saturday/Sunday, November 24-25, 2007) in an age of Blackberrys and iPhones. The article points out that a major appeal of the old-school device is its visual representation of the size of the owner’s network, something the electronic counterparts cannot convey. It prompted me to think about the association of the Rolodex with the sales urban legend: hire a sales representative with a big Rolodex and the deals will follow.

Read more …

Posted by by Brian Berlin on 2007-11-24 10:24   0 comments