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…
Data is cool. There’s no doubt about it: data can tell you more than just what’s happening right now – it can also help you forecast better results, get better…
The Key Performance Indicators or KPIs are a series of quantifiable measures used to evaluate the performance of a company or an organization. Several organizations use KPIs at various levels…
