From my experience, many people who work in sales (as in salespeople and sales engineers) resist doing customer research.  Thanks to the availability of Generative AI, it's easier than ever.  Before we get into it, let’s have a quick reminder of why it’s key to building

Introduction In the last post, we covered the criticality of planning and preparation as well as began an overview of the PGA construct to ensure your team is ready for a customer meeting.  As a reminder, PGA can be summarized as “Their PURPOSE. Our GOAL. Shared AGENDA”.  We also covered

We'll get back to meeting prep and planning next month; there's another topic I'd like to cover in the interim. To quote the undauntable Ted Lasso, "What animal has the shortest memory? A goldfish!”.  Let's add in another characteristic of goldfish

A far-too-common situation for sales teams, as in sales and sales engineers, is not effectively planning and preparing for customer conversations.  This self-inflicted wound can be especially impactful early in the deal cycle when the team is still trying to build credibility and earn customer buy-in.  For example... Spending a

Sales engineers, has something like this ever happened to you? It’s your first call with a new customer.  After the typical chit-chat that all meetings start with and reviewing the agenda, now it’s time for introductions.  Your sales partner goes first, introducing themselves.  Then instead of having you