Mastering Technical Sales Quotes

“Always bring your own logistical hardware such as a spare power cord, an extension strip, and a mini Ethernet hub.”
― John Care, Mastering Technical Sales: The Sales Engineer’s Handbook

“Cooler heads prevailed, and we attempted to call off the session. However, this was the salesperson’s first big opportunity, it was a marquee account, and we had a new VP of sales. Over the objections of the technical team, we sprinted down the path of the “dash to demo” and were instructed to perform the demo. This was totally contrary to our well-established sales process and caused severe conflict within the sales team. The SE on the account, being a true professional, decided to make the best of it and spent hours preparing with only limited information.”
― John Care, Mastering Technical Sales: The Sales Engineer’s Handbook

“5 provided you with a comprehensive view of the overall discovery process. It’s fair to say that every client of ours possesses a solid technical discovery process, and their SEs are trained to gather the “speeds and feeds” and the technical infrastructure issues. The skill that many SE organizations seem to lack is staying focused on the business issues and not reverting back to technology at the first chance they get.”
― John Care, Mastering Technical Sales: The Sales Engineer’s Handbook

“Discovering what your goals are can be the toughest part of achieving them.”
― John Care, Mastering Technical Sales: The Sales Engineer’s Handbook

“Small opportunities are often the beginning of great enterprises. Demosthenes”
― John Care, Mastering Technical Sales: The Sales Engineer's Handbook