Blog

Sales engineers can have many titles, including but not limited to:

technical sales representative, territory representative, manufacturer’s representative, specification sales rep, pre-sales rep.

We work in different fields and industries, but generally we all engage with our clients or prospective clients in an extended sales cycle. Part of the reason for the length of time needed is that the service or product that we are selling/providing is rather complicated (and likely not inexpensive).

NAASE’s Blog page will periodically feature different related and relevant articles- some from NAASE members directly, and others from other sources. We invite you, regardless of your membership status, to submit an article for consideration. Decisions regarding publication are administered from the management of NAASE- and are final.

Thank you for checking out our Blog, and please visit again soon.

Practical Advice and Optimism Amidst the Changing COVID19 Technical Sales Cycle

Today NAASE conducted our first industry conference call, for Association members and for other invited guests. We discussed several topics, including the best tips on being successful as a SE, as well as how work has changed due to COVID19 and what that might mean 6-8 months from now.
Professionals from a variety of industries, including software/IT, building materials, automation, and industrial, came together for an open exchange. Some tidbits that came up include:

Why does my partner Account Executive make twice what I earn?

Is the SE “road warrior” mentality of 2019 and prior really gone for good?

How being stagnant/complacent in your position can be the true career wrecker.

The North American Association of Sales Engineers wants to thanks those the registered and those that attended our first event. We aim to provide similar engaging conversation in the months to come. Please check out our website and our Blog Page for regular timely industry articles from a variety of sources, and consider joining us a member.
Thank you-
Ken Lambert, President

What is the Future of Technical Sales?

(by Sania Salman) With the advancement and continuous innovations in the field of science and technology, new product inventions and machines are always being developed. This augmentation of technology requires not only its accessibility but also its understanding and knowledge to make it more convenient for the usage of targeted audiences. People want machines to… Read More

Technical Sales Managers: To Get A Seat At The C-Suite Table, Show How Data Can Deliver Value

(By Freddy Jose Mangum) A guide for technical sales solution architects, sales engineers, system engineers and presales managers that increases their visibility and impact in driving top-line revenue and improving margin  Throughout my career I have been blessed to see some amazing technical sales leaders in action. And most recently in my role at Hub,… Read More

Leveraging Strategy to Improve B2B Sales

by Dean de Jongh, CEO at Kamelian Tech High-value B2B deals seldomly follow a linear path and often take unexpected routes to close. Account-based marketing is proving to be a successful approach to B2B sales. B2B sales happen in changing environments which, regrettably, are now regularly turbulent with the Covid-19 pandemic. ‘Winging it’ or simply… Read More


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The Five Signals of Buyer Intent in SaaS Sales

(by Neil McLean) The modern software buying process is long. Buyers consider many different vendors when exploring software options. In fact, according to Gartner research, SaaS vendors today are only involved with the last 45% of the sale process (Gartner). The other 55% of the time consists of buyers searching for the market for solutions… Read More

The Association: We Are Our Contributors

(by Matt Mahoney) Many times companies and curious people ask us who and what exactly is the North American Association of Sales Engineers?  We typically point them to our home page, which states: “The North American Association of Sales Engineers (NAASE) is a group of professional and dedicated sales engineers/ technical sales representatives/ solution consultants… Read More

Job Crafting: Strategies to Improve Life at Work

By Olivia Brito https://www.linkedin.com/pulse/job-crafting-strategies-improve-life-work-olivia-brito/?trackingId= Uncertain times like the present can add challenges to our work-life balance, hinder wellbeing and if left unattended could lead to burnout and other health consequences. If you’re feeling overwhelmed, anxious or even inadequate from work issues, or you wish your work was more enjoyable and meaningful, you can proactively improve… Read More

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