Our clients put their engineers and consultants in front of customers from time to time.  They are the subject matter experts who talk to the customer's experts.  They discuss problems, devise solutions, validate approaches, and debate ideas.  In the end, the communication skills and persuasive abilities of these technical resources have a major impact upon the customer's perception of the company, and upon the ultimate outcome of the selling effort.  While these people are rarely "selling" in the classic sense of the word, they are constantly "selling" their ideas, their approaches, buy-in, credibility, etc. 

Last updated on May 25, 2010 by Peter Svenneby