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Sales Engineers Must not only Have a Likable Personality

Reaching out to companies or customers, pitching the product, negotiating, and closing a deal is a valuable business experience that builds incredible confidence for a sales professional. Sales engineers often work to strict deadlines as their income relies on their[...]

by TechnicalSales

Generate More Leads Through Existing Accounts

Most salespeople think of prospecting as reaching out to new people they don’t know, to interest them in buying something. In fact, most salespeople can get so caught up in looking for new customers that they totally ignore their existing[...]

by TechnicalSales

Quick Meetings to Sort Qualified and Unqualified Leads

A lead is someone who may fit your target market but is not ready to buy just yet. If the lead is responsive to your offer, there’s a good chance they’ve become a prospect or qualified lead. If you want[...]

by TechnicalSales

Customer-Centric Strategy as a Competitive Advantage

Being a customer-centric company requires carrying out business activities in a way that promotes a great and positive customer experience before and after the conclusion of sales. Research has shown that companies that apply customer-centric strategies are more profitable. Much[...]

by TechnicalSales

Be a B2B-Social-Selling Expert in your Industry

Today’s B2B buyers are socially sophisticated and informed. Social selling for B2B businesses means using social media to generate leads and feed your sales funnel. This doesn’t mean pasting cold email templates into LinkedIn and blasting them out to contacts.[...]

by TechnicalSales

Put Yourself in the Position of the B2B Customer

The first and most important best practice for B2B sales organizations when it comes to the customer experience is actually making it a priority. Adopting a customer’s viewpoint when connecting with a potential customer is crucial. When you think like[...]

by TechnicalSales

Start Doing. The Secret of Getting Ahead is Getting Started

Winning is contagious. Spending time with great sales performers is a great source of motivation.  Observing and learning what makes others great can lead to great clues on how to improve personal performance. Remove and separate from negative influences. Nothing[...]

by TechnicalSales

15 Thoughts to Fill Salespeople with Confidence and Energy

Sales professionals are always looking for ingenious ways to motivate themselves. Salespeople must adjust their own mindset to find the sales motivation they need and leverage it to get to the next level. If you want to improve the success[...]

by TechnicalSales

Measuring Customer Satisfaction: Keep it Simple and Relevant

Customer satisfaction is defined as a measurement to determine how happy are your customers with your business. Assessing client satisfaction helps you to identify the white and gray of your products, services, and solutions. Understanding customer expectations is an important[...]

by TechnicalSales

What If You Don’t Yet Have a Huge Number of Successful References?

All prospects suffer from what economists call “loss aversion.” That is, they tend to avoid a possible loss by sticking to the status quo, rather than risk a possible gain by opting for change. To combat loss aversion, you must[...]

by TechnicalSales

Practice Building Relationships in Virtual Selling

Relationship management is generally used for companies who have longer sales cycles, expensive products or software, or things that require more commitment when it comes to purchasing. When you sell remotely, without building a working relationship, customers may feel like[...]

by TechnicalSales

Listen Carefully to the Objections Before Give a Response

Sales engineers can invest hours perfecting their sales pitch, but even a perfect pitch can be ruined by poor objection handling. Salespeople must spend some time preparing for objection handling in advance. Objection handling is when a prospect presents a[...]

by TechnicalSales

The Importance of Selling in a Dynamic Organization

The existence of sales plays an important aspect in many ways for an organization. Selling equates to revenue and revenue covers expenses. Sales come from a variety of sources, and most business leaders have specific strategies for each marketing channel.[...]

by TechnicalSales

Essential Technical Presentation Skills for Sales Engineers

Sales engineers give technical presentations during which they explain the technical aspects of the product/service and how it will solve a specific customer problem. Presenting your proposals and ideas in a sufficient and easily understandable way is a huge deal.[...]

by TechnicalSales

Understand What Is and Is Not in Your Control

As any salesperson knows, motivation comes and goes. At certain points, we are hyper-focused and driven. And on other days, we don’t even feel like picking up the phone. But remember, sales are contingent upon the attitude of the salesman,[...]

by TechnicalSales

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