August 29, Bojan Maric What exactly is the question we are facing here?
None of the mistakes were glaring or show stopping but they definitely kept the conversation from having the value that was potentially there. That conversation got me thinking about the skills and principles that need to be applied to pre-sales engineering and prompted this blog.
Pre-sales engineering in all of its many forms Can we define art truly an art. If your job is post-sales, implementations, managed-services, etc this may give you an idea of what your counterparts are doing.
You are a member of the sales team: This one is key to remember because for a lot of very technical people that move into pre-sales roles this is tough to grasp. There is not always love, drum circles, group hugs and special brownies between sales and engineering and some engineers tend to resent sales people for various reasons and vice versa.
Get over it or get out of pre-sales. You are not a salesman: An AM and a pre-sales SE are completely different roles with a common goal.
An AMs core job is to maintain customer relationships and sell what the company sells. A pre-sales engineers job on the other hand is a totally different beast.
Identify Evangelize Adjust Note: A pre-sales engineer you need to identify customer requirements, design a product set or solution to meet those requirements, evangelize the proposed solution, and adjust the solution as necessary with the customer.
You must be business relevant This is typically another tough thing to do from an engineer standpoint. Understanding business requirements and applying the technology to those requirements does not come naturally for most engineers but it is vital to success.
The same lesson applies to pre-sales engineering. To be a great pre-sales engineer you have to understand both business and technology enough to map the technical benefits to actual business requirements. So what if your widget is faster than all other widgets before it, what does that mean to my business, and my job?
A great way to begin to understand the high level business requirements and what the executives of the companies you sell into are thinking is to incorporate business books and magazines into your reading. You must be technically knowledgeable: This part should go without saying but unfortunately is not always adhered to.
Maintaining an appropriate level of technical knowledge becomes harder and harder as more products are thrown at you, but you must do it anyway. Staying up-to-date is a daunting task but there are a plethora of resources out there for it.
Blogs and twitter can be used as a constant stream of the latest and greatest technical information. Add to that formal training and vendor documentation and the tools to be technically relevant are there.
If you need training ask for it, if you need info find someone who knows it and talk to them. As importantly work to share your expertise with others as it creates a collaborative environment that benefits everyone.
This may be the most important of the five rules and boils down to doing your homework and being applicable. Know what their interests and pain points are before walking into a meeting whenever possible.This webpage is for Dr. Wheeler's literature students, and it offers introductory survey information concerning the literature of classical China, classical Rome, classical Greece, the Bible as Literature, medieval literature, Renaissance literature, and genre studies.
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The apps, books, movies, music, TV shows, and art are inspiring our some of the most creative people in business this month. Mar 14, · SkepticBlog is a collaboration among some of the most recognized names in promoting science, critical thinking, and skepticism.
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This site is hosted by the Skeptics Society. Art is a diverse range of human activities in creating visual, auditory or performing artifacts (), expressing the author's imaginative, conceptual idea, or technical skill, intended to be appreciated for their beauty or emotional power.
In their most general form these activities include the production of works of art, the criticism of art, the study of the history of art.
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art. The key problem is that the world of art has long abandoned visual realism as a likely endpoint in the development of artistry. So while Lowenfeld’s theory tracks a.