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 Reverse Marketing?

(the following article is courtesy of Above The Standard)Reverse marketing is a form of marketing that utilizes people who are trying to sell and/ormarket their product and/or service to you.Best Results with Reverse Marketing? Lead with Questions. Get permission from the person (permission marketing).Three Things SHALL Happen (from the person who is contacting you)• Not… Read More

“High-Pressure” Sales Tactics – For Better or Worse

Throughout my career I have attended several generic sales trainings- which often could be deemed “high-pressure” sales tactics.  Most were a long time ago, and they crossed industry boundaries. For a short time I also was the sales and telemarketing manager for a small company, with a small team of telemarketers under my supervision.  Think… Read More

When confidence feels elusive

by Misha Bartlett When you are stepping into a new leadership role or taking on new challenges, you may start to doubt your capabilities or feel your confidence wane. There are several dimensions to confidence. There are also several myths about how to become more confident. Fortunately, there is a lot of research to… Read More

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By Chris Davidson Managing Director, Active Presence Limited 1 The presentation serves one, clear objective 2 The presenter has memorised an engaging opening (of approx. 90s) 3 The content is summarised early on 4 The main content is presented in easily digestible chunks 5 Selected stories fit well with the audience’s prior knowledge 6 The presentation has… Read More

Why Join NAASE?

THE BENEFITS OF JOINING NAASE Over the past few months, some individuals as well as some corporations have asked us “why should I/we join NAASE as a member?”  This is a key question, even with the inexpensive dues associated with NAASE.  Please consider the following during your decision process: Doing your part in growing the… Read More

The Business of Sales and Marketing Isn’t What It Used to Be

By Ken Lambert President, North American Association of Sales Engineers Article featured in USA Today A trend that has been building for a few years seems to be accelerating due to the COVID-19 disruption to the economy in 2020. As face-to-face business meetings and prospecting has dwindled to essentially nothing for months, marketing and business… Read More


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