The 5% Institute

JUNE 18, 2020

If you’re selling complex products or services , the chances are high that you’ll be regularly involved in the technical sale. The question to ask however, is if you keep the conversation technical – can it impact your closing rate? The Technical Sale – How It Can Work Against You.

Technical Sales 98

Technical Sales Technique Consult X-functional 98

A Sales Guy

MAY 26, 2013

Who says technical people can’t sell? Sales Aerobics for Engineers is a great resource for anyone, not just engineers, who wants to understand the selling world better. Post topics range from start-up sales challenges to prospecting for the new sales guy. They pretty much run the world as it is.

Engineering 107

Engineering Technical Sales Consult Sales 107

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. Sales Profile: SMB to Commercial. POC and POV.

Objectives and Key Results 103

Objectives and Key Results Technical Sales Engineering Sales 103

Sales Hacker

AUGUST 18, 2023

Share It seems like every second start-up founder and revenue leader I talk to these days is trying to move upmarket or ‘break into the enterprise’. On top of this, the sale cycle is longer, more bureaucracy and more legal scrutiny up there. Sales…SDR motion is also different and may end up be more “research intensive”.

GTM 90

GTM Up-sell Price Start-ups 90

PandaDoc

APRIL 29, 2024

Manual configuration of such products requires highly technical sales reps or, most often, detailed quote reviews by technical teams, resulting in very long sales cycles — something you want to avoid at all costs. Disclaimer PandaDoc is not a law firm, or a substitute for an attorney or law firm.

Cross-sell 52

Cross-sell Contract Legal Negotiate 52

SalesBlog!

DECEMBER 9, 2021

So why is there hesitancy to hire a senior sales professional? Not necessarily – After selling my business I found myself searching for employment at 40+. Selling to them is based upon credibility and trust. They are also writing technical sales books and becoming experts and mentors (credibility) in their fields.

Sales 52

Sales Technical Sales Trust Technology 52

Salesmate

OCTOBER 22, 2020

As a first-time sales rep, you need to develop your sales skill and follow proven sales strategies to make you better at selling. In this article, we would be looking at ten best selling tips for first-time sales reps. These tips would serve as a foundation to help you build a successful sales career.

Sell 59

Sell Sales Up-sell Follow-up 59