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Closing Sales Engineers??? One thing that separates the best Sales Engineers from the average is their ability to handle objections.  Handling objections? Isn’t that what the AE does?  Sometimes. Perhaps at the beginning and the end of a sales cycle.  But SaaS firms that sell more technical solutions are starting to rely upon Sales Engineers/Solutions Consultants to handle this soup to nuts, because they’re uniquely qualified to offer concrete solutions and creative workaroun

At a certain point, companies can make the shift from hiring to fill immediate gaps/need immediate results to hiring for potential, at...

Don’t say a role is mission critical if you’re not willing to negotiate a bit on compensation.  I caught up with a friend recently who is...

Understanding what a candidate values and how they display those same values in their work is important in discerning true cultural fit....

What does true partnership look like in recruiting? Open, honest, and detailed communication. Even more than that — history.  Every...

Every successful startup sales leader or founder has faced this point in their growth: you have the product, you have the funding, and...

In an interview process/job search, what can make up for missed quotas?  A demonstrated mastery of your sales process. Keen insights into...