What Is A Solutions Consultant? The role of a Solutions Consultant is often misunderstood, not least because it goes by so many names. In fact, there’s a bit of a circus of...
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Recent Posts

What Is A Solutions Consultant? Deep Expertise and a Demo Crunch
by John Cook | Sep 27, 2019 | sales engineer, presales, sales titles, solutions consultant

Webinar: The Perfect Presales Demo Environment with Peter Cohan
by John Cook | Sep 20, 2019 | buyer enablement, b2b, Garin Hess, sales, presales, saas, consensus

Webinar: How To Craft Razor-Sharp Sales Questions
by John Cook | Sep 10, 2019 | buyer enablement, b2b, Garin Hess, sales, saas, consensus

Webinar: Building Buying Consensus: Lessons From 20 Years of Research
by John Cook | Aug 24, 2019 | buyer enablement, B2P Partners, b2b, Garin Hess, sales, Wayne Cerullo, saas, consensus

Webinar: How To Nail the Human + Technology Mix in the Customer Journey With Jason Voiovich
by John Cook | Aug 24, 2019 | Jason Voiovich, buyer enablement, b2b, customer journey, Garin Hess, sales, saas, consensus, product demo

Webinar: Coaching Buyer-Centric Sales With Kevin Davis
by John Cook | Aug 23, 2019 | buyer enablement, b2b, sales funnel, Garin Hess, sales, sales stages, Kevin Davis, saas, consensus

Webinar: Moments That Make the Sale With Andy Paul
by John Cook | Aug 23, 2019 | buyer enablement, b2b, Andy Paul, Garin Hess, sales, saas, the sales house, consensus

Webinar: Why Every Product Demo Needs a Good Story With Oscar Santolalla
by John Cook | Aug 23, 2019 | buyer enablement, b2b, Garin Hess, sales, saas, consensus, product demo, Oscar Santolalla
What Is a Sales Engineer?
by John Cook | Aug 17, 2019 | sales engineer, complex sale, presales, solutions consultant
Let's start with the basic sales engineer definition:
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Webinar: Master the ROI Calculation to Enable Your Buyers
by John Cook | Aug 02, 2019 | buyer enablement

Buyer Enablement - Utilizing Prescriptive Selling Techniques
by John Cook | Apr 24, 2019 | buyer enablement, prescriptive selling techniques, sales force automation, what is prescriptive selling, prescriptive selling
How can you utilize prescriptive selling techniques? What the figures show Prediction is king Design a ‘prescription’ for your customer Understand the point of prescriptive...
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Buyer Enablement — Tailoring the Sales Experience for Productivity
by John Cook | Apr 10, 2019 | tailoring sales experience, buyer enablement, sales enablement tools, how to improve productivity, tailoring sales experience for productivity
What do you need to do to improve your sales experience for productivity? A look into strong productivity Techniques to increase sales productivity Use buyer enablement to...
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Salespeople to Sales Engineer Ratio Trends
by John Cook | Mar 25, 2019 | sales enablement tools, b2b sales tools, presales
What should every B2B company know about sales engineers? Understanding the role of a sales engineer Availability is key, presentation volume drives need How to scale sales...
read moreWhy B2B suppliers should focus on selling from the buyer's perspective
by John Cook | Mar 15, 2019 | buyer enablement
Most B2B sellers have strict sales protocols set up for their products or services that they expect their salespeople will follow to the letter. However, these sales plans are...
read moreAre Presales demos an efficient sales process?
by John Cook | Mar 08, 2019 | presales
Any business that sells highly technical products or services in a B2B setting likely uses Presales, but you may not recognize the name. While Presales is the name of the...
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