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Look below your product or service and find out what people are really buying from you. In the store we sell hope.' Of course, buyers want to know the features of your service or product, but the main thrust of your content should be geared towards tapping into the feeling your clients will get from using your product or service. Article: 'I'm a realtor, I sell real estate.' Or do I? Maybe I sell the American dream of owning a home. Or the idea of putting down roots. Or of having a safe haven to raise kids. Look following your product or service and find out what people are really purchasing power from you. The man who buys an expensive Mercedes is probably not shelling out his hard-earned cash for what's under the hood. He's more likely excited by the feeling of luxury and to an elite group of people. A lady is not just writing a hold together for a haircut: she's buy enchantress or a desire to look her best. An acupuncturist is not selling a treatment with needles, he's selling health. You see this in undertaking when you read or watch ads. Notice which ones really grab your attention. Then look at the hidden appeal. How many of them really focus on features? A purse may be made of the highest quality leather but the ad may captivation to your sense of style. You see, it's the emotional message underneath it all that gets your application first. Charles Revson, the founder of Revlon Cosmetics once said 'In the factory we make cosmetics. In the store we sell hope.' Of course, buyers want to know the features of your service or product, but the main thrust of your content should be geared towards tapping into the feeling your clients will get from using your product or service. That's as we make our purchase decisions emotionally, not rationally. Then we rationalize why we made that decision. Illogical, but true! Once you define what you're really selling, you can use this information to speak to the underlying wants of your target market. When you draw prospects into the inner experience, they're much more likely to snap up what you're offering.
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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