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.

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).

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The Impact of Market Orientation and Market Intelligence on Organizational Performance

(By Inna Hüessmanns, MBA) In recent years, academic studies have focused on the concept of market orientation with the aim of understanding the effect of market orientation on organizational performance. Empirical evidence indicates that market orientation is positively associated with superior performance. Organizations that better respond to market requirements and changing market conditions enjoy sustainable… Read More

Accelerating the Sales Cycle with a LivePDF

How to cut down your sales cycle time in half, using augmented media messaging inside Documents instead of waiting for web conferences. Are you feeling drained by endless web conferences and meetings? How much more sales could you achieve if you could cut your sales cycle time in half? And what would this extra time… Read More

Presentation version Conversation

15.3 Billion trees are cut down each year across the globe. I dare say a number of these wind up being used for business presentations that quickly make their way then to the paper shredder. You like me have probably sat through that massive deck or presentation; you know the one, a 60 plus pages… Read More

Problems Solved by Scaling Presales

(by John Cook/ Consensus) Overview When we talk about selling technology, and especially when we talk about selling SaaS, we are really talking about selling disruption. No matter how easy your tool or platform is to implement, you are changing the way your customers operate (hopefully for the better). Because this disruption impacts various areas… Read More


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