The Technical Presales Triangle
Capability, Value, Implication
Notes from the workbench
Curated.
A few shelves from the archive, arranged by hand.
Pick a shelf and start anywhere.
Sales engineering
Working between customers and the people who build the product, and what I’ve learned about doing it well.
16 articles · See them as a list
How to measure the Sales Engineers
... though not everything that matters can be measured
On job applications
Considering joining my team (at Vercel)?
Sales
Is discovering that one of the walls, turned out to be a curtain that you can step beyond.
Starting a new role
... is like starting a new game
The 5 Levels of Authority
It's essential for the expectations of the manager and the team member to be aligned.
Why care?
On the benefits of compassion.
Careers Thoughts
How do you quantify the value of a job?
Drexler Sibbet model
Orientation, trust, goals, commitments, implemetation, high performance, renewal
Fight or Flight
Everything you ever wanted is on the other side of your fears.
The Ratchet
A ratchet is a mechanical device that allows continuous linear or rotary motion in only one direction while preventing motion in the opposite direction.
What Motivates Us
Autonomy : Mastery : Purpose
Making the most of your fears
Mortal fear, even when unwarranted, is a great opportunity for a life audit. Which are the things you would wish you had done... if this was the end?
The Apprentice Bowl
If you have not succeeded after 3 attempts you have two choices...
What motivates us
Autonomy, Mastery, Purpose
(Commercial) Engagement
If you don’t care, why would I spend my time with you…?