I want to talk about the importance of knowing what not to say. This isn’t about fancily avoiding hot button topics, but more of a process to zero in on and focus only on what is important at the purposeful exclusion of everything else.
This theme crops up in many materials from Covey’s 7 Habits to Reynold’s [...]
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In preparation for another series of upcoming posts, I thought it a good start to collect and provide a list of other SE-oriented resources. I’ll keep this list updated over time so if you know of any other adds, please send them my way.
Books
SE-Specific
Making the Technical Sale – A great book that I got a [...]
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In this part 3b we’ll explore the requirements and options for building out a virtual lab environment. Every sales organization will get varying degrees of benefit from this strategy. I’ll assume you are selling a product that can be virtualized at least to a certain extent. Here is an outline of the basic steps to follow:
Create [...]
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