Sales Engineering Courage and Leadership

It’s Your Job to Tell the Emperor that He’s Not Wearing Any Clothes

I’ve talked a lot about discovery because it’s so important. Now let’s examine what comes next.

After you’ve gathered a sufficient amount of information about an opportunity, you and your account executive decide whether or not this opportunity is a good fit for your company’s products and services.

Often this is much harder than it sounds. Here’s why… Read more of this post