Articles for Sales Engineers and sales leaders about the part of the job that no skills list covers.
For Sales Engineers
Everyone debates where the Forward Deployed Engineer belongs. This is about what the role asks of the person who chooses it.
Read the article: Responsible for Everything, in Charge of Nothing →For Sales Engineers
Self-acceptance, self-compassion and self-authority for the moments the voice in your head runs the meeting instead of you.
Read the article: Your Inner Critic Isn't Broken. It's a Strength, Overdone. →For sales leaders
Your people are working hard enough. The bottleneck is thinking that has gone on autopilot, boxed in by the checklists and dashboards we gave them.
Read the article: Move Beyond Dashboards, Start Developing Thinkers →For Sales Engineers
Why “Any questions?” at the end of a demo often hides the moment the customer checked out, and what the inner voice that takes over under pressure has to do with it.
Read the article: When Silence Speaks First →For Sales Engineers
What if the fastest way to grow your Sales Engineering career wasn't about speed at all? How a loop of action and reflection turns every interaction into learning.
Read the article: Forward and Deepen: How Sales Engineers Can Turn Every Interaction into a Learning Opportunity →For sales leaders
AI is not replacing coaching. Where it adds value for Sales Engineers, and where the human connection stays essential.
Read the article: AI in Performance Coaching: A Toolkit, Not a Replacement →For sales leaders
The skills that helped you build a strong team might not be the ones you need to lead it into its next chapter. You stop being the engine of success and start building engines.
Read the article: Leading a High-Performing Sales Engineering Team: Are You Evolving Fast Enough? →For Sales Engineers
The pressures that come with the role: translating tech into business value, protecting your time, and keeping up without burning out.
Read the article: The Whole Sales Engineer: Balancing Tech, Sales, and Client Needs →I provide the space for change when rational perfectionism isn't enough anymore.