Latest Musings from a Traveling Sales Engineer

Writers gonna write! February is shaping up to be a big traveling month for me. I was in Mountain View at the end of January for Sales Kick Off and then stayed for H2O World in San Francisco at the beginning of the month. Topping that off so far was …

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Humility and Equanimity in Sales

Dear Friend, I've been meaning to write about the importance humility and equanimity in sales. From my personal past observations, it seems these are attributes only a few sales people have. What is humility and equanimity? Humility is defined...

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MQL's continue to die and PQL's grow

It would appear that the death of MQL's is gaining steam. PQL's seem to be all the rage now. Many of the fastest growing SaaS teams over the last 10 yrs have leveraged the concept of the PQL (Product Qualified Lead) but they rarely talk openly...

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Terrible Tom

I joked about being the "Terrible Tom" persona but the core message from Tom Wentworth's post is about organizational alignment. .@twentworth “When Marketing Personas Fail” by @twentworth12 https://t.co/M7mtnviISH— Jess Iandiorio (@JessIandiorio)...

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The Freemium Devil

I recently read a great article on the Freemium model that resonated with me. It kept me thinking for several days afterwards about how some startups with freemium models “made it” and how others failed. The difference between success and failure...

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What does Value mean?

Last week I shared a few thoughts around what it takes to be a Sales Engineer in a high tech startup. My last thought, around understanding value, begs for a full post on that subject. I hear the word "value" thrown around so often that I wonder...

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A day in the Life of a Sales Engineer

If you asked me 2 years ago if I'd be working in Sales at a high tech startup, I'd say you were nuts! Fast forward to today and that's exactly what I'm doing. Today I'm a Sales Engineer at an advanced analytic startup. What exactly is a Sales...

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