Eliminate Your Competition

SEPTEMBER 7, 2020

Brian’s podcast was titled The Top 3 Things You Need To Do To Close Large Enterprise Deals. Be able to relate to your customer in a way that makes them successful. I was originally trained as a mechanical engineer. I realized that I didn’t want to be a mechanical engineer.

Mechanical Engineering 98

Mechanical Engineering Engineering Up-sell Follow-up 98

Partners in Excellence

MARCH 2, 2024

Preface: Mitch Little is a close friend and “sparring partner.” He is passionate about everything in selling and engaging customers. ” We often get into discussions and debates about the future of selling and how to drive high performance. (I

Electrical Engineering 77

Electrical Engineering Sell Mechanical Engineering Electricity 77

Heinz Marketing

JULY 30, 2018

Known for his mantra “marketing is about winning the battle for the mind,” Pattabhiram brings to Coupa proven strategies and tactics on how to build a brand that connects with customers emotionally. What’s the right time to cross sale, to do cross sale marketing to customers at the right stage of the journey?

Pipeline 45

Pipeline Mechanical Engineering Cross-sell B2C 45

Spiro Technologies

APRIL 24, 2024

I was typically in a customer-facing position, such as applications engineering, sales, or product marketing. In sales, you’re visiting all these customers every day, and you might think that there’s a community of people at Hershey, Nestlé, and all the other food manufacturers. But yes, it’s sort of a common thing, right?

Manufacturing 59

Manufacturing Education Electrical Engineering Electricity 59

The Lost Book of Sales

DECEMBER 30, 2021

However, if you take the time and effort to study the book more closely, I guarantee it will pay dividends across your whole professional life. Each gap in alignment (described by Stephen in a diagram) raises specific issues and requires us to take different steps to close it. Answering the question “How are we going to compete?”

Objectives and Key Results 98

Objectives and Key Results Drivers/motivators Follow-up Strategize 98

Salesforce

JUNE 21, 2024

With a degree in mechanical engineering from MIT, she’s as comfortable getting into the weeds as she is writing about the human aspects of technological progress, the poor treatment of African data annotators, and the outsized water consumption of AI data centers.

Government 119

Government Education Mechanical Engineering Follow-up 119

Salesforce

JUNE 21, 2024

With a degree in mechanical engineering from MIT, she’s as comfortable getting into the weeds as she is writing about the human aspects of technological progress, the poor treatment of African data annotators, and the outsized water consumption of AI data centers.

Government 98

Government Education Mechanical Engineering Follow-up 98