Articles by Aileen McNabb | NAASE Insights and Expertise

Aileen McNabb

Aileen McNabbʼs posts

Research Business Acumen SE Strategy
What Is the Sales Engineer’s Real Product?
Among the 141 included respondents, Trust was the most common answer, selected by 39.0%. Technical knowledge followed at 24.8%, while Customer outcomes (18.4%)...
August 13, 2026
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Presales Leadership
Constant team or varied partners?  What works best in sales engineering?
Aileen McNabb
September 26, 2021
Constant team or varied partners?  What works best in sales engineering?
I’ve worked in both situations.  Sometimes as an SE I worked exclusively, or close to exclusively with one salesperson (AE).  I’ve also worked...
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Communication Skills
Read the Room
Aileen McNabb
August 19, 2020
Read the Room
Read the room.  Which means…read people.  Everyone says we need to do it in presales.  Why? Everything we do is all about people. ...
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