Archive for April, 2016

Questionable Twitter Growth Hacks

Tuesday, April 26th, 2016

For the past few weeks, I’ve been on the receiving end of list notifications that look like the following. Seeing a list notification is nothing new, but this *cough* “Twitter growth strategy” *cough* appears to be awfully automated.

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Up until a few weeks ago, I observed a different attention grabbing tactic where I would initially see a list notification or an actual follow. Then, a few days later, the new (to me) account would favorite an old - could be days or event months old - tweet which somehow intersected with their interest. (Let’s just say a good number of so-called marketing and other B2B services used this strategy, and not too many consumer or personal Twitter accounts.) When I still didn’t follow back within 24 or 48 hours of the favorited tweet (there was no engagement with me otherwise), the account would then unfollow me.

It’s one thing if I noticed this scenario once or twice. For a while I was seeing several accounts try this “growth strategy” *each day*. The faux engagement actions are questionable enough, but the automation of faux engagement is…off-putting. I don’t know what social media marketing program is enabling these Twitter “growth hacks”.

Who Is A Sales Engineer?

Tuesday, April 19th, 2016

If you’ve ever participated in a sales deal for a hardware or software — or other technology — product, you’ve probably been introduced to a Sales Engineer (sometimes called a Presales or Solutions Consultant). But who are they?

Sales Engineers are the front-facing technical experts for a product or a solution. She or he will possess deep product expertise (if not product certifications), readily architect product solutions, easily anticipate and overcome sales objections, and they understand the competitive landscape.

Typically, Sales Engineers are brought into the sales process either during or after prospect qualification, depending on the initial technical expertise of the salesperson and how the prospect is qualified.

The duties of a Sales Engineer include conducting discovery calls to determine business process and technical requirements, presenting impactful in-person and Web-based presentations and demonstrations to technical personnel and executives, sometimes creating and administrating Proof of Concepts (POC) for sales deals, responding to RFPs/RFIs, relaying prospect and/or customer needs to product management or customer success, and sometimes even account management.

All in all, Sales Engineers are a critical part of the sales process. Do you agree?