Posts
Longer writing on technical enablement, solution selling, and how technical experts win the deal.
- From CRM to industrial software: what changed and what didn't
I spent ten years in CRM and commercial systems before moving into industrial software. Some things changed completely. The things that matter most didn't.
- How I work
Five principles for selling technical expertise, and what I believe about building the team that does it.
- Five books I give every new consultant
None of them are about industrial software. They're about the part of the job nobody trains: being useful to a customer.