Return on investment (ROI) is a key metric for every enterprise which helps them evaluate different products and pick the right one. The buyers of your product have to justify…
Implementing a channel sales strategy requires research and planning. To adopt more channels, Sales Leaders and the sales team evaluate. They do so by signing up with which partner and…
Bob Hooey, an author and global speaker once said “If You Are Not Taking Care Of Your Customer, Your Competitor Will.” Nowadays, almost every deal goes through a competitive bake-off…
This is our second blog on the 10 essential skills of a sales engineer. The first blog talked about the significance of a sales engineer and how they act as…
This blog is all about “Start strong, stay strong and finish strong”. It’s the holiday season, and a time of introspection as the calendar ends and we move to the…
Sales Engineering is one of the few jobs involving sales and engineering practices to reach potential customers. It exists in the enterprise B2B (business-to-business) sales pipeline and involves a multi-step…
SEs usually puts in a lot of effort in rehearsing the demo, edit and re-edit until satisfied. But when it comes to discovery calls/meetings, many plan to speak off the…
POC (Proof of Concept) or Proof of Value (POV) is often a last step in the pre sales process. It is the last step for sales engineering. Once POC/POV is…
The presales process is the most critical part of selling an enterprise product. The presales prism separates the various steps and demonstrates why certain activities are necessary during each step.…
Opportunity of engaging in a Proof of Concepts (POC) with customers is tempting. POCs often mean that deals are progressing in the sales pipeline. However, it can backfire as a…
