Tuesday, August 23, 2011

Forbes: Is Oracle Considering Buying HP?

Now this would be a huge shake up of the IT sector - and what would be the pros and cons if Oracle buys HP?

Pros

  • Another platform that people use to run Oracle - HPUX - would be owned by Oracle
  • Oracle would suddenly have a ton of consumer users buying Printers, Tablets, Laptops and Desktops
  • SEs in both companies should prove to be more valuable - in cross selling opportunities.

Cons
  • Does Oracle as a company have the capability of dealing with so many customers?  
  • HP has a huge volume business 
  • What does Oracle know about Hardware?
  • What does Oracle know about desktops/laptops/tablets - end users in general?
  • What happens to all the cool SUN stuff...



I found out about this in this article at Forbes


Monday, August 8, 2011

This Tech Guy video made me cry!

I just love this video - and I am sure all of us have worked with users as dumb as this one...



Still if you are an SE like the tech guy in the video - try and do something more productive with all of your spare time!

Saturday, August 6, 2011

Job Description for Sales Engineering jobs



Ever wanted to quickly write up a job description to hire more SEs?
O*Net has a load of descriptions for each part of the job ad, including the different tasks, tools, qualifications, and industry information.  I found it pretty handy in telling my HR department exactly what we needed for a particular role.

Tuesday, August 2, 2011

Top 10 Worst Practices in Sales Engineering today

I recently found this Brooks group blog on Selling.  Jeb Brooks describes it as:
Sales Evolution is a B2B Sales Blog for curious people. We talk about things like sales training, sales management, sales assessments, sales leadership, prospecting, and sales relationship building. 
Anyway, I was driven to the blog by this post on the 10 worst practices in selling today which I found to be a quick list of things SEs should also be very wary of -of course I am sure we can adapt them to Sales Engineering in particular:
  1. Don't tailor your demo for each customer
  2. Jump straight into the tech demo
  3. Sales engineers don't do prospecting
  4. Complain about the performance/look/functionality of the product
  5. Tell the customer each step of the development history of the product 
  6. Call the product a solution without understanding the problem
  7. Lie and say the product does everything they want!
  8. Drill into every feature
  9. Allow the rest of the sales team to take all the actions
  10. Don't come back to the customer with answers to your take-home questions
 I am sure SEs around the world will come up with a better list. If you do - I will publish it!