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When Doing Extra Almost Costs the Deal: A Lesson in Demo Discipline
Just last week, I had the opportunity to bring a protégé along to deliver a product demo to a potential client. It was a...
The importance of a Wingman
Success often hinges on more than just charisma, product knowledge, or closing techniques. Sometimes, it comes down to having the right person by your...
Sell Smart, Not Hard
Knowledge is power—but ego is a liability.
One of the most overlooked challenges in customer engagements is managing the fine line between demonstrating expertise and...
The Art of the Tailored Talk
Imagine trying to sell a Swiss Army Knife by listing every single tool it contains, in minute detail, to everyone you meet. To a...
Double Tap
In the high-stakes world of product demos, where first impressions can make or break a deal, it's easy to get swept away in showcasing...
Less is more
Imagine you're sharing a great solution with someone who isn't immersed in tech all day. They have a problem, and you’ve got a fix—but...
Keep it simple
At its core, human communication is about connection. We speak, write, and gesture not just to transmit information, but to ensure that our ideas,...
Everyone loves a story
When was the last time you had a genuinely good conversation with someone? Not just small talk or surface-level chatter, but a real, engaging...
Every role is a sales role
Over the past decade, I’ve taken on various roles across the IT spectrum—ranging from Level 1 to Level 3 support, change management, development, tech...
Why I started this
As a sales engineer, my primary responsibility is to help customers optimize their system architecture by aligning their technical needs with my company’s in-house...