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Latest Musings from a Traveling Sales Engineer Feb 17, 2019 Sales & thoughts 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 Humility and Equanimity in Sales Nov 3, 2018 Sales & Life & thoughts Dear Friend, I’ve been meaning to write about the importance humility and equanimity in sales. From my personal past observations, it seems these MQL's continue to die and PQL's grow Mar 1, 2017 Marketing & Sales & PQL & MQL & thoughts 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 Terrible Tom Feb 21, 2017 Marketing & Sales & social I joked about being the “Terrible Tom” persona but the core message from Tom Wentworth’s post is about organizational alignment. .@twentworth The Freemium Devil Dec 11, 2016 Marketing & Sales & Venture Capital & thoughts 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 What does Value mean? Mar 8, 2016 Sales & Marketing & Value & thoughts 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, A day in the Life of a Sales Engineer Mar 2, 2016 Sales & Pre-sales & Marketing & Career & thoughts 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 The Medium is the Message Feb 22, 2016 Marketing & Sales & thoughts The one thing that is as important as your product is your messaging about it. In some ways, messaging is more powerful because if no one knows how