Writing for people who run technical sales
For Sales Engineering leaders, revenue executives, and the engineers who carry complex technical deals: what to ask, what to prove, and what to stop doing. Published by Apex Edge Sales Engineering.
Each piece takes one problem from a real technical sale and gives you something to use on your next deal.
Questions to ask before accepting a request, tests for whether proof is doing its job, and habits for leading a team under pressure.
Seán Livingstone is the founder and Chief Sales Engineer of Apex Edge Sales Engineering. He has spent more than two decades building and leading enterprise Sales Engineering teams across EMEA and APJ, and he writes for the Sales Engineering leaders, revenue executives, and engineers who carry complex technical deals. He is the author of Sales Engineering Done Properly and No Heroics: Sales Engineering Leadership, and the creator of ApexIQ™, the Sales Engineering Operating System.
Featured article
Judgement is the differentiator
ApexIQ Insights writing for Sales Engineers, Account Executives, and revenue leaders on why product knowledge stopped separating strong technical selling from weak, what to ask before accepting a customer request, and how to make proof carry a decision rather than fill an agenda.
Nobody Needs Your Demo Anymore
You can show a customer everything and help them decide nothing. Buyers arrive holding more information than they are able to rank, and what they need is judgement applied to it, not another feature tour.
Read the articleWriting by topic
Technical winning, deal execution, and the SE operating standard
Leading SE functions, operating under pressure, and keeping standards
Put the thinking to work
The articles set out the thinking. ApexIQ is where your team applies it, deal by deal.