Wednesday, June 29, 2016

Want to become a Trusted Advisor?

We always strive to work closely with our customers as Sales Engineers and earn their trust in order to position our solutions as a way to help.

This is a hard thing to measure, in terms of whether the customer is trusting you and how much weight your opinion may have.  Trust needs to be earned and built over time, but is the most valuable thing we can do as SEs with our customers.

A new book on becoming a Trusted Advisor is coming from John Care, author of Mastering Technical Sales.  I've pre-ordered my copy and hoping to learn some more things from it.

Thursday, June 16, 2016

How to get people reading your articles

Here is an interesting book I'm adding to my reading list, on getting people to read your stuff.

Thinking about your reader's needs is an important way to ensure you adjust your style to suit them, not yourself.

Tuesday, June 7, 2016

Nobody cares about your product version

A quick tip for today!

When showing your products to customers, please remember:

  • New customers don't care about the difference in this version to the last 
  • It doesn't matter when a particular feature was added
  • If you used to have more features, you should probably not talk about it.
  • If you personally don't like how it was developed/implemented/designed or presented, you don't need to share this.
  • If you have a future release to solve a problem, this is of minor interest to them.

All that matters to customers, is what you can do NOW that is relevant to their BUSINESS!