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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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

Checklist for Creating a Close Rate Boosting Sales Presentation

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

How Self-Limiting Obstructive Beliefs (SLOBs) Sabotage the Sales Cycle

By the Venator Sales Group “The economy is hurting us” “Our solutions are too expensive” “We need better marketing, website, social media and brochures” “Our competition has better features and benefits than us” Sound familiar?   When salespeople are struggling, they have a litany of excuses for their troubles. While some of these reasons might be… Read More


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