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You haven't encountered great writing until you've experienced the transition from General George Patton to a new laundry detergent or acid reflux pill. Win or Else! Myopic obsession with winning exacts a price: It atrophies the psychic muscle required to sustain self-worth during the rejection episodes all sales people must deal with. When winning is the only option sales reps are permitted to consider, failure becomes an abhorrent personal malignancy: often perceived as a form of corporate sedition. The transgressor is branded unclean, unworthy, and unpromotable. Instead, try for something your sales force can identify with. If you can't find a good internal achievement story to build on, try this one: 'I'm going to tell you how I lost one of the best accounts I ever had, and what it took to get it back!' In the minds of your sales force, this will qualify you for beatification: above and beyond even that given unto Lou Holtz and Joe Montana. Article: A REQUIEM FOR THE SALES MEETING SUPER-JOCK by John K. Mackenzie Copyright (C) 1980 All rights reserved Victory via VHS From keynote speech to laser lights, technique and technology fuse to find a re-motivated, re-dedicated, and re-energized sales force drag out of the cabaret into a bright, shining world where never is heard a discouraging word, and everybody is a winner all the time. How could it be otherwise? The rented videotape, featuring a famous football star, promised it would be: 'Keep up that can-do attitude, team! flank attack that line! Flatten your competition. Go for the goal and win, win, win!' Sales meeting insertion of coaches and quarterbacks has been done so long, and so often, it's adorn institutionalized. And nothing, be it steroid loading, gambling raps, rape, AIDS, public urinalysis or renegade racism seems to suppress our urgent need to move the locker room into the meeting room. Citius, Altius, Not-So-Fortius Sales meetings (and those who write them) are never permitted to consider the possibility that sales people are ever tired, discouraged, or uncertain. All reps are admonished to turn back relentless reservoirs of enthusiasm, commitment, and triumph. To support this directive, billions of dollars have gone (are going) into films, videotapes, and speeches designed to immunize them from such tedious concerns as doubt, hesitation, or fear. A case in point: Every few years, Go For the Gold! is robotically resuscitated as a meeting theme. Millions of dollars are then hurled at presentations designed to convince sales people to emulate the qualities shown by Olympic medalists. A grand idea: Were it not for the fact that most of the Olympic performances we hold dear are produced by insular mavericks. Dissident loners who sweat it out for years under conditions of fiscal deprivation and personal sacrifice no sales rep in the world would tolerate for 30 seconds! Hardly congenial examples to support those consecrated doctrines of teamwork and togetherness so fervently invoked during executive keynotes. Celebrity banal Casting Superstar invocations are not limited to the locker room. Presidents, statesmen, generals, admirals and astronauts have been stuffed into sales meeting presentations for decades. Often creating ridiculous and burnish juxtapositions as product references and employee photos are jammed in by super master spirit shots. You haven't encountered great writing until you've experienced the transition from General George Patton to a new laundry detergent or acid reflux pill. Win or Else! Myopic obsession with winning exacts a price: It atrophies the psychic muscle required to sustain self-worth during the rejection episodes all sales people must deal with. When winning is the only option sales reps are permitted to consider, failure becomes an abominable personal malignancy: often perceived as a form of corporate sedition. The transgressor is branded unclean, unworthy, and unpromotable. Year-end extra dash dollars, alongside with company-paid Disneyland trips, vanish. The convicted party's family slinks into seclusion as a scarlet F is sewn on their clothing. Decontamination and status restoration can take years. An Idea Whose Time Should Never Have Arrived During the 70s and 80s superstar scenarios gave sales reps a voyeuristic view of the individuality that mass marketing techniques denied them. But today's market fragmentation and lifestyle diversity no longer justify the need for sales people to be force-fed surrogate thing stories. If the only way you can exemplify winning qualities is to employ paid testimonials -- transparently isolated to selling, and patently impossible for your listening to go about -- then you (and your company) have a problem. Instead, try for something your sales force can identify with. If you can't find a good internal armorial bearings story to puff up on, try this one: 'I'm going to tell you how I lost one of the best I ever had, and what it took to get it back!' In the minds of your sales force, this will qualify you for beatification: upon and outside even that given unto Lou Holtz and Joe Montana. Amen. _____________________________________ Additional sales meeting monographs can be found at: www.thewritingworks.com/memos.html
LOCATION
US & Southeast and Midwest
POSITION SUMMARY
Imprivata Sales Engineers are highly skilled technical resources that are involved in all aspects of the sales cycle. They work directly with Imprivata-s Territory Managers and Value Added Resellers to understand prospective and existing customers- technical and end user workflow requirements for new sales opportunities. SEs then design and demonstrate the appropriate Imprivata product features and workflows in the form of customized product demonstrations or on-site proof of concept evaluations. SEs work out of their home office and travel throughout their region to provide the necessary pre-sales technical support to close new opportunities in an efficient and effective manner. SEs are part of the North American sales organization and report directly to the Manager of North American Sales Engineering.
KEY RESPONSIBILITIES
� Assist and drive all technical aspects of the sales cycle
o Understand key technical and end user workflow requirements
o Develop and present appropriate solutions based on Imprivata-s products and services
o Develop proposals and key success criteria for evaluations
o Lead technical demonstrations and evaluations
� Help achieve strategic company objectives and territory revenue goals
� Provide key enablement services to VARs and partners and assist them in selling and supporting Imprivata-s products and services
� Provide trade show and demonstration support for marketing events
� Research, compose, and deliver responses to RFI/RFP-s
� Transition accounts post sale to Imprivata-s implementation team Article Index: | 1 | 2 | 3 | 4 | 5 | 6 | 7 | 8 | 9 | 10 | 11 | 12 | 13 | 14 | 15 | 16 | 17 | 18 | 19 | 20 | 21 | 22 | 23 | 24 | 25 | 26 | 27 | 28 | 29 | 30 | 31 | 32 | 33 | 34 | 35 | 36 | 37 | 38 | 39 | 40 | 41 | 42 | 43 | 44 | 45 | 46 | 47 | 48 | 49 | 50 | 51 | 52 | 53 | 54 | 55 | 56 | 57 | 58 | 59 | 60 | 61 | 62 | 63 | 64 | 65 | 66 | 67 |
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