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Monica Panatta

Monica Panatta

Business Acumen Career Paths Communication Skills Job Market Marketing Alignment Sales AI Sales Methods

 Monica Panatta is a researcher and writer based in Los Angeles. She focuses on trends in B2B sales, procurement, and technology, with particular interest in how AI and digital tools are changing the work of sales engineers. She regularly writes analytical pieces on sales strategy and evolving enterprise buying processes. 

Monica Panattaʼs posts

Communication Skills
The Art of AI Tone Control: Making ChatGPT Sound Human and On‑Brand
Monica Panatta
August 18, 2025
The Art of AI Tone Control: Making ChatGPT Sound Human and On‑Brand
We just ran the NAASE webinar “Workplace AI Rules Every Sales Engineer Must Know.” takeaway for me was not “use AI.” It was...
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Business Acumen
Is There Really an RFP Resurgence and Should Sales Engineers Care?
Monica Panatta
July 31, 2025
Is There Really an RFP Resurgence and Should Sales Engineers Care?
In a recent Coffee with Sales Engineers podcast, host Sachin Wadhawan spoke with Ben Hills (CEO of Iris, an RFP automation platform) about...
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Job Market
5 Essential Tips to Prepare for Your Sales Engineer Interview
Monica Panatta
May 15, 2025
5 Essential Tips to Prepare for Your Sales Engineer Interview
Sales engineering is a dynamic role blending technical expertise, communication skills, and sales acumen. As a mid-career professional preparing for your next interview,...
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Business Acumen
Top 5 Advantages of Outsourcing B2B Sales Teams
Monica Panatta
September 13, 2021
Top 5 Advantages of Outsourcing B2B Sales Teams
Whether they’re small or big companies, businesses of all sizes experience a common issue when expanding and covering different territories: having enough salespeople....
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Business Acumen
Value of a 3rd Party General Competitor Analysis
Monica Panatta
July 16, 2021
Value of a 3rd Party General Competitor Analysis
Businesses, and all kinds of organizations including associations, can often get stuck by looking at their business and the overall market through their...
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Career Paths
Accruent: VP Global Sales Engineering Opportunity
Monica Panatta
September 21, 2020
Accruent: VP Global Sales Engineering Opportunity
Every company has a mission. At Accruent, ours is to make sure you are ready to deliver on yours. 10,000+ customers around the...
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